Targeting & Call Planning

Session three explores tactical targeting and call planning. In today’s tough environment (“doing more with less”, shrinking sales forces, reduced physician access, influence migrating from physician to system/payer contracts, etc.), we see pharma companies using all available resources (process, analytics, data sources, field input, etc.) to enhance targeting and call planning processes. Questions covered include: What are the benefits of call planning? What are typical analytical approaches and techniques? What decisions are involved? How do we reconcile conflicting stakeholder priorities (marketing – sales; HQ – field)? What does it look like?