The Prescription Journey
The Challenge
One of our clients was in the launch planning stage to enter an existing and crowded market; they were seeking ways to empower their representatives to stand apart from the competition and be seen as value-driven partners.
The ERS Solution
ERS proposed the development of a digital job aid and live training that covered the prescription journey, in which the representative could follow the patient from when the treatment decision was made (prescription written), to product fulfillment (after benefit investigation/benefit verification/prior authorization), and finally to initiation of therapy (product distribution to patient). The job aid outlined all stages of the prescription journey and addressed why each of these stages was important, who was involved and what access and reimbursement issues could potentially prevent the patient from receiving therapy. Representatives were provided with tools, resources, and a compliance-approved playbook which prepared them to solve problems on the spot, rather than having to wait to bring in Key Account Managers or other resources that could help overcome roadblocks.
The Result
The result was the creation of well-trained sales professionals who became problem solvers in the eyes of their customers. Each representative was armed with a clear understanding of the steps involved in the prescription journey, what challenges could derail progress, and how to leverage internal assets and resources to solve problems and facilitate faster initiation of therapy for patients.
The Challenge
One of our clients was in the launch planning stage to enter an existing and crowded market; they were seeking ways to empower their representatives to stand apart from the competition and be seen as value-driven partners.
The ERS Solution
ERS proposed the development of a digital job aid and live training that covered the prescription journey, in which the representative could follow the patient from when the treatment decision was made (prescription written), to product fulfillment (after benefit investigation/benefit verification/prior authorization), and finally to initiation of therapy (product distribution to patient). The job aid outlined all stages of the prescription journey and addressed why each of these stages was important, who was involved and what access and reimbursement issues could potentially prevent the patient from receiving therapy. Representatives were provided with tools, resources, and a compliance-approved playbook which prepared them to solve problems on the spot, rather than having to wait to bring in Key Account Managers or other resources that could help overcome roadblocks.
The Result
The result was the creation of well-trained sales professionals who became problem solvers in the eyes of their customers. Each representative was armed with a clear understanding of the steps involved in the prescription journey, what challenges could derail progress, and how to leverage internal assets and resources to solve problems and facilitate faster initiation of therapy for patients.
