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Presentacion hecha para Business Network Research Conference Budapest 2011Reproducida con fines estrictamente educativos, los derechos son de quienes les corresponde.
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Evidence Based Mapping Network Strategy Consulting in KOL Management, Marketing, Regulatory & Market Access.
Harald Katzmair
6/6/2011 1 © 2011 FAS.research
FAS.research is a Social Network Analytics & Strategies company. FAS.research maps key-drivers and key-influencers to leverage the power of networks for KOL management, public affairs, key account management and social change.
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Clients (Selection)
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Rx
How does the Pharma Business work?
Perceived medical need and value
Pri
ce
Drug from Pharma Company ABC
Perceived medical need and value
Pri
ce
Rx
Goal Pharma Company ABC
Perceived medical need and value
Pri
ce
Huge therapeutic deficit Huge pain and suffering No alternatives Low complexity Evidence
Goal Pharma Company ABC
Perceived medical need and value
Pri
ce Massive development
and research costs Secure medical
progress High service level
(hotlines, value adds) General economic
savings through reduced follow up costs
Goal Pharma Company ABC
Perceived medical need and value
Pri
ce
Rx Rx High value block buster
drug
Goal Payor ABC
Perceived medical need and value
Pri
ce
Rx
Goal Payor ABC
Perceived medical need and value
Pri
ce
Commoditize perceived medical value and need
Not enough evidence in all fields
Existing alternatives High complexity Me-too product
(Pseudo Innovation) Therapeutic guidelines Competitors product
shows more evidence and value
Rx
Goal Payor ABC
Perceived medical need and value
Pri
ce
Re
du
ce d
rug
pri
ces
(Sic
k fu
nd
s)
FRP Guidelines Rebates
Rx
Goal Payors and Competitors
Perceived medical need and value
Pri
ce
Rx
Biggest bang for the buck
Commoditized markets (Scaling Effects)
Decreasing health care costs
Strategy of Payor ABC
Perceived medical need and value
Pri
ce
Product B
Product C Product D
Product A
Challenge Evidence Discredit as Me-too
product (Pseudo Innovation)
Show Alternatives
Pharma Portfolio Strategies
Perceived medical need and value
Pri
ce
Based on position of drug different strategies Qualitative Increase perception of medical value and need (quality) strategy Quantitative Maximize price (avoid, delay FRP, rebate contracts negotiation excellence)
Product B
Product C Product D
Product A
Challange
Perception of value and need outcome of a social construction and negotiations?
Who are the people, institutions, frames and stories that shape the value perception of a drug?
How robust and stable are those constellations?
What are the right strategies and tactics to improve the value perception?
Stories, frames, domains, context?
Key Opinion Leader? „Followers“?
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Social Networks in Business-to-Doctor (B2D)
Pharma-to-Doctor Doctor-to-External
Doctor-to-Doctor Doctor-to-Altera
Peer Group Networks
Associations
Research Groups (Hospital)
Informal Group
…
Patient organizations
Networks
Informal Groups
Sick Funds
Quality Circle
Research Groups
Focus Groups
Advisory Boards
Informal Groups
…
Specialists/ Hospital Re+ Ug+
Specialists, GPs + Pharma
Opinion Leaders ++ Pharma
GPs + Ug+
Patient, doctor, family
members…
Based on van Lier, 2007
Key Opinion Leader (KOL)
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Influence Drug Perception and Value
• Assessing drug efficacy (evidence)
• Forming public opinion
• Lobbying (regulatory
& reimbursement
Evidence and Guidelines
Reimbursement
Clinical Trials
• Conducting, Supervising
Clinical Trials
• Advising company
• Lobbying (regulatory &
reimbursement)
Regulatory Acceptance and FRPs
• Building early trust
• Running clinical trials
• Conducting early research
use for: use for: use for:
KOL Segmentation
Functional KOL Segmentation
Global KOL Local KOL Emerging KOL
Clinical Trials
Evidence based validation cycle
ok
check ok
check
low high
low
h
igh
Potential Network Partners
Invest (selectively)
Unnecessary Network Actors
Disinvest
Key Network Partner
Develop & Invest
Peripheral Network Actors
Hold
Impact on value
perception of Drug RX
Access and win-win opporunities
The Myth of Influence
Is really everybody a receptive match?
Who is receptive / susceptible?
I. Awareness 1. Hears drug story (media, colleagues etc.)
2. Understands value proposition
II. Conviction
3. Likes story and value prop (matches with need)
4. Talks with colleagues and KOLs
5. Experiences consensus in network
III. Decision 6. Intents to prescribe
IV. Action 7. Prescribes
V. Confirmation 8. Positive / Negative experiences
9. Passes on experience
Prescribing as Process
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Who is receptive / susceptible ?
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stable instable neutral
Role of KOL Change agent,
becomes a new attractor
Role of KOL Conservative,
keeps the systems thresholds and
boundaries stable
Role of KOL Agnostic / nihilistic,
everything is equally good / bad
Influence: Cause or Effect?
Influence is the result of the sensitivity of a system towards variables from the environment.
The higher the instability (closeness to threshold) of a node the higher the (random) influence of the environment.
Examples for instability
– Buyers remorse
– Diminishing returns
– Crisis, confusion, insecurity
– Innovation, new products 6/6/2011 © 2011 FAS.research 30
Stages of a network
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Growth
Equilibrium
Crisis
Re-organization
Sensitivity Parameter Attribute of Node:
– Horizontal centrality (betweeness)
– Vertical centrality (eigenvector)
– Degree of economic stress of organization
– Phase in the PLC and adaptive cycle
Attributes of Product:
– Therapeutic risks
– TNT, revenue and profit for prescribers
– Number of alternative products
Attribute of Network:
– Degree of cognitive dissonance and polarization in the therapeutic field
– Morphology: Structural Holes, Closure, Fold, Random Network
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Next Generation Strategy Map
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Summary
Network Mapping has proven to be a very powerful process to identify und understand different functional roles and their key players in the Pharma business.
Network Strategy Consulting requires to overcome a mythological framework to understand and manage influence.
Based on a modified, more realistic model of influence new insights about people and organizations with increasing or decreasing capacities to influence can be identified.
Future research and application at FAS will intensify the combination of node centric measures and models to measure the degree of sensitivity of the overall network.
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Evidence Based Mapping Network Strategy Consulting in KOL Management, Marketing, Regulatory & Market Access.
www.fas-research.com mailto:harald.katzmair@fas-research.com
6/6/2011 35 © 2011 FAS.research
Thank you for your Attention!
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