Health Outcomes Teams are Effective Despite Tiny Headcounts
RESEARCH TRIANGLE PARK, N.C.--(BUSINESS WIRE)--US Health Outcomes Liaison (HOL) teams range in size between 3 and 14 HOLs, according to surveyed pharmaceutical companies.
“For HOL teams, however, this is not the case. HOL teams do not have nearly the number of targets as other field forces. The number of payers, even in payer-heavy markets like the US, is limited”
Cutting Edge Information’s report, “Advanced Health Outcomes Liaison and Managed Care Liaison Teams: Delivering Health Economics and Clinical Data To Payers,” found that compared to other pharma field forces such as sales teams, or even MSL groups, HOL teams do not maintain — or need — nearly as many outside reps to successfully deliver tremendous impact.
“Typically with pharma field forces, such variances in company size reveal large discrepancies in those field forces’ staffing levels,” said Nicole May, research analyst at Cutting Edge Information. “For HOL teams, however, this is not the case. HOL teams do not have nearly the number of targets as other field forces. The number of payers, even in payer-heavy markets like the US, is limited,” said May.
Though the largest payers do have regional offices in addition to their corporate locations, interviewed executives reveal that visiting these regional centers is not a pressing need beyond showing payers how important they are to their companies. Key reimbursement decisions happen almost exclusively at the corporate offices, making them the real target audience.
Combining the limited number of targets with the fact that payers almost universally ask to see only one HOL per company — and that visits be limited to a few times annually — it is not surprising that HOL teams operate small headcounts. Even the largest pharmaceutical companies have small HOL headcounts. As HOL teams’ approach shifts from reactive to proactive and in light of increased requests for HEOR type information by payers, these numbers could increase, though not by a great deal.
The study “Advanced Health Outcomes Liaison and Managed Care Liaison Teams: Delivering Health Economics and Clinical Data to Payers,” available at (http://www.cuttingedgeinfo.com/research/medical-affairs/health-outcomes-liaisons/), includes staffing and budget metrics to help companies build their HOL and MCL functions. Health economics teams and medical affairs executives can use this report to:
- Determine ideal HOL team structures and reporting lines to effectively support payers’ needs.
- Understand what data and tools HOL and MCL teams find most effective when speaking with payers.
- Compare how other companies are planning, developing and sizing their liaison teams and territories.
For more information about health outcomes liaison management, contact Cassie Demeter at 919-403-6583.