Pharmaceutical Industry

What Physicians Value Most from Pharma Companies

What does it take to strengthen commitment between pharma and physicians? TNS Healthcare recently interviewed nearly 400 doctors (including PCPs, cardiologists, pulmonologists, and oncologists) in the United States and asked them to identify the pharma-related services they value.

PCPs and specialists alike agreed that industry is not meeting their changing requirements. They cited gaps in several key areas, such as patient-management programs, education and information services, and detail quality. Clearly, physicians are not finding value in the experiences pharma is delivering.

With few exceptions, physicians gave pharma low ratings in almost all sales and service areas. Only about a quarter of physicians gave the industry good marks for Internet services, business management support, or DTC programs. Only about half said they were satisfied with detail quality and brand experience and even fewer gave the industry high ratings for either patient or physician education.

Despite these low average ratings, some companies are doing better than others at meeting physicians’ needs. Pfizer comes out at the top of the list, across all sales and service categories. GlaxoSmithKline and Novartis tie for second, with relatively high scores in most areas.

--From Pharmaceutical Executive, March 2007. Article by Jeffrey Zornitsky, senior vice president, sales performance optimization, TNS Healthcare.

Qualities and Services Physicians Value Most From Pharma Companies
Physicians say industry is not keeping up with their changing demands.

Source: TNS Healthcare