Benefits of the research
There were many benefits from this research for Pfizer, enabling them to take a cold, hard look at what it was currently doing, what it was genuinely prepared to do and at what cost. It showed Pfizer the kind of long-term alignments PCTs want and what they are prepared to do and what they are not.
“There is no point trying to develop an intimate relationship with someone who feels they cannot respond to your advances.”
There is no point trying to develop an intimate relationship with someone who feels they cannot respond to your advances. It also showed the best way to couch relationships in future and the sensitive issues that need to be carefully negotiated.
The research should also serve as a platform for a debate within PCTs about long-term alliances, what they involve and the need for PCTs to see them as something other than one-way streets.
VIA will shortly publish its fourth Annual PCO Account Management Survey. Based on in-depth interviews with 100 senior managers in Primary Care Organisations, this detailed report gives subscribers: A clear understanding of how their individual company is perceived by this vital group and a deep insight into the present and future needs of senior PCO management. It also allows them to calibrate their account management efforts against competitors.
The report is available in two versions, costing either £3,500 or £7,000. To get more information on the report or on VIA's routes to market consultancy for the pharmaceutical industry contact David Coleiro at VIA International on +44 207 585 3399 or email him on, dcoleiro@viaint.com. |
