Pharmaceutical Field says…

by emma 26. October 2011 15:43

Pharmaceutical Field

Sometimes, reporting on the UK pharmaceutical industry feels a bit like Bill Murray’s Groundhog Day. In the late 1990s, when I edited my first title for UK pharma, all the talk was of the move from GP Fundholding and the imminent introduction of Primary Care Groups.

By 2000, New Labour’s NHS Plan promised a revolution in healthcare built around delivering improvements in ‘partnership, performance, patient care and prevention’. The politicians were about to ‘modernise the health service’.

Fast forward almost 12 years and we’re still being read the same script; new politicians, the same old lines. Four Ps – partnership, prevention, productivity and patient care – continue to dominate airtime, only this time, of course, it will be different.

Different? Some hope. This is Groundhog Day. So how is the UK pharmaceutical industry responding to change? Its customer-base, meticulously redrawn through 10 years of implementing the NHS plan, is yet again being reshaped. PCTs are on the way out. CCGs and Clinical Senates are on the way in. Keeping track of decision-makers and influencers is critical. Getting in front of them in the right volume, at the right time and with the right message is life and death.

The industry is currently pinning its hopes on Key Account Management (KAM), supported by a Customer Relationship Management (CRM) philosophy that promises to enable the field force to have a more detailed understanding of individual customer needs across a diverse and complex landscape.

The tools to support the CRM approach are impressive, established and evolving in time with the modern technological advancement. They also provide huge value to medical sales professionals, and the ability to enhance customer interactions.

But, as ever, this is Groundhog Day. Twelve months ago, Pf’s annual survey into field force attitudes revealed an apathy amongst some sales professionals towards the use of CRM. A year later and it appears that, despite its many advantages, the value message for CRM is still not being heard by all of those who can undoubtedly benefit from it.

This year, 90% of Pf’s survey respondents have access to a CRM system – but only 43% of these find time to use it in the field, and more than a fifth admit that they fail to record post-call reports accurately.

In a fast-moving, dynamic marketplace, generating, sharing and maximising real customer insight is one of the best ways for sales professionals to achieve competitive advantage. CRM tools provide the perfect mechanism for this. Only the foolish would pass up the opportunity.

I feel like I am repeating myself. But then again, this is healthcare Groundhog Day. Next month: more NHS reform.

Chris Ross
Editor

Bill survives Lords votes

by emma 13. October 2011 12:54

Pf NHS News

The Health and Social Care Bill is set to continue its progress after the Government won two key votes in the House of Lords.

Peers voted 330 to 262 against an amendment to refer parts of the Bill to a special select committee and also rejected an amendment to block the legislation altogether.

Ministers say that the votes show the Bill now has wide spread support but the BMA has again called for it to be “withdrawn” or “substantially amended”.

A line by line examination of the Government’s controversial reforms will now begin in the House of Lords on 25 October. Labour has said it will again “fight” the proposals despite the outcome of the votes.

The amendment to block the Bill was put forward by Labour peer and former GP Lord Rea, who argued that it was never a manifesto by either the Conservatives or the Liberal Democrats. It was rejected 354 votes to 220.

Attempts to delay the progress of the Bill, which Lord Howe said my “prove fatal” to the NHS, were tabled by two crossbench peers, Lords Owen and Hennessy. The two called for its referral to a special select committee, which would have allowed witnesses and experts to provide evidence on the proposals after concerns were raised about the responsibility of the health secretary and the role of the NHS’ regulator Monitor in promoting competition.

A spokesman for the DH says decision by Lords “moves us one step closer to delivering a world-class health service that puts patients at its heart and hands more power to health professionals”.

But Andy Burnham, Labour’s recently appointed Shadow Health Secretary, says hearts “sunk around the NHS” when the Bill survived the votes and the Government is “digging in for the long haul” as it faces more opposition.

Doctors’ leader Dr Hamish Meldrum, Chairman of the BMA, says it continues to have concerns about “many areas” of the Bill and says the council will continue to raise its opposition “at every available opportunity”.

Dr Meldrum called for an assurance that patients’ choice of provider of care would not be given priority over the development of integrated services and fair access.

“We also need to see an explicit provision that the Secretary of State will retain ultimate responsibility for the provision of comprehensive health services. In addition, we continue to have significant concerns over the arrangements for public health and education and training and we will be looking to see improvements made in these areas too.”

Read more on this story on Medtech Business.

More than a holiday romance: the pursuit of happiness

by emma 9. September 2011 15:40

holiday romance

Finding the best employer is like playing the dating game. No-one wants to be married to their job, but tying the knot with an employer is an important commitment. The strongest relationships can last a lifetime, while playing the field may not look quite so good on your CV. So what is it that attracts us to our employers? Do we marry for money, or is long-term fulfillment enough? And is a good sense of humour essential? Pf’s Emma Campbell-Kelly outlines some of the key criteria in identifying ‘The One’.

The summer months, particularly the holiday season, are often the time when most of us pause and reflect on where we are in life. That two-week break in the Maldives, or even just the back garden, can invariably provide the catalyst for some killer questions: Am I in the right job? Does my employer appreciate me? Do I appreciate my employer? Is it time for me to move on? For many, this period of reflection provides little more than confirmation that they are happy where they are. In the current climate, where job security is king and fear of moving jobs has bred a ‘better the devil you know’ approach, many workers are staying put rather than risking change. But for some, a ‘grass is always greener’ philosophy drives them towards the pursuit of new employment. But what do you look for in a new employer? What defines the perfect job and, indeed, an employer of choice? Where do you begin in the pursuit of professional happiness?

Searching for a new job can be a daunting endeavour. Whether it’s your decision to enter the vacancy abyss or not, the task can be arduous and time-consuming. Slim pickings are expected in such a precarious economic climate, but there’s still a world of decisions to make: location, role, salary and even whether you are looking in the right industry are all key considerations.

The experience is similar to becoming newly single, in the market for a new partner. Job sites and recruitment companies could be metaphors for dating agencies in this case, or a friend who’s trying to set you up, or a speed dating session.

And you must select employers from this pool of availability in a similar way to how you would approach someone to ask them out. Like a relationship, a job is an investment, and will define you for the period you choose to stay committed to it. You want the whole package: ‘The One’. It will stay on your record, your personal history, or rather your CV. No pressure then.

What do you look for? Materialistic features (financial details) are number one priority for most. Your interest in a job or person is sparked by judging at face value. It’s not necessarily shallow, because what else can you base your judgement on in the first instance? Being objective with your search is key to obtaining a job that will tick all the boxes for you.

So once you’ve landed your first ‘date’ with the desired employer, aka job interview, first impressions are too important to disregard. You dress to impress, revise your CV, and prepare answers to every question under the sun. Both parties want to impress, without coming across as too keen. But at the end of the day, you want this job, you wouldn’t have applied otherwise. And the employer wants the best they can get (which is you, obviously). After all, as Ray Kroc, founder of McDonald’s, said: “You’re only as good as the people you hire.” So it’s potentially a win-win situation, as long as you both get what you want.

Job satisfaction has always come top of surveys questioning motivation at work. Until now. It seems that such an insecure and volatile economy is making us tighten our belts (as if they weren’t tight enough already). Living costs are continuing to rise, a unanimous, desperate ‘Yes please’ is given in response to money. The prospect of a double-dip recession has hit us while we’re down, just as we were getting our hopes up.

With this in mind, it’s no surprise when perusing the Chartered Institute of Personnel and Development’s (CIPD) recent quarterly Employee Outlook survey. The review showed that increased salary and benefit packages have overtaken job satisfaction as the number one reason why employees are looking to change jobs.

Out of 2,000 questioned employees, 54% rated higher salary and benefits as their top reason for wanting to change jobs, while 42% said that job satisfaction drove their career move choices. This is a sharp reversal compared to last year’s 61% voting job satisfaction over 48% monetary reasons to look for alternative employment. A shocking revelation from the survey showed that almost a fifth (18%) of employees completely run out of money before they’re paid, either always or most of the time. So the financial pressure is on, it seems.

But are finances what get us out of bed in the morning? We recall how the carrot beat the stick regarding the donkey’s motivation. But what does the carrot mean to you?

Is it salary, benefits, a fancy company car? For some people, especially those who are struggling financially at the moment, the answer would be a giant nod of the head. But what about the 42% who voted job satisfaction as their motivation to work hard?

For this group, an employer’s treatment of its workers and management skills really makes a difference. It’s the little things that contribute to their career happiness. A friend you can confide in, belief in your product, respect for your manager; the buzz of adrenaline when you know you’ve done a good job.

Company culture has always been a vital aspect of work life. Your co-workers are with you for a significant portion of the day, so team dynamics are important. Henry Ford of Ford Motor Company had the right thinking: “Our employees are like extended members of our family.” The company should run like a well-oiled machine at all levels, complementing and developing each other’s roles and responsibilities. Confidence and trust glue the team together and make everyday errands pass by effortlessly.

There’s no doubt about it, your happiness at a company is largely directed by what you do for at least 40 hours a week. And let’s face it – your working life is a long one, so it’s best to do something you enjoy. It’s been proven time after time that you’re more likely to work harder if you’re passionate about your job. Happy people are more energetic, proactive, creative and optimistic, and quicker to learn. In which case it’s in your employer’s interest to make you happy.

This is largely down to how you’re managed. Management and guidance at work largely affect your work ethic and the company’s dynamics. “Management is nothing more than motivating other people,” stated Lee Iacocca, Chairman for Chrysler Motors. Management is a crucial role to play, because your workforce implicitly relies on your motivation to work. Donald Trump once said, “Good people = good management and good management = good people.”

Money can only promise a limited amount of will-power from an individual; pride in their work will give them the edge and a hunger for success. Belief in your product, trust, loyalty and commitment to the employer are also invaluable attributes for an employee to embody, and are recognised by good employers. As Mary Kay Ash, Head of Mary Kay cosmetics, stated: “People are definitely a company’s greatest asset. A company is only as good as the people it keeps.”

So perhaps, most of all, we just need to feel loved. Being treated well, as in a committed relationship, ensures that we’re in it for the long haul.

In July, the Office for National Statistics (ONS) published a report on what makes Brits happy. Not money, as it turns out. Health, family and friends topped the list when around 34,000 people were asked “What is wellbeing?” and “What in life matters to you?”

The survey was commissioned by David Cameron to help him develop future policies, but ironically critics have since complained that the £2 million to conduct the survey was a waste of money as the results are quite obvious. We’re never happy, are we?

But at the end of the day, as much as money is a necessity to live, happiness in yourself and at work increases quality of life, and helps boost your company at the same time. A happy workforce is a productive workforce after all.

From an employer, you want to be pushed to your full potential, appreciated for your effort, made responsible for important decisions, making you believe in your product and employer.

Working life is most enjoyable if you’re lucky enough to be in the position of not worrying about money. To have an enthralling occupation puts a spring in your step.

And as much as looking for a new job can be tiresome and sometimes feels like a dead end, just remember, it’s all in aid of finding ‘The One’, your soulmate that offers the whole package: an invigorating role with great prospects. And if the money’s good at the same time, all the better. So make it a good one with good people.

QOF ‘menu’ published

by emma 1. August 2011 13:19

Pf industry news

NICE has published a proposed ‘menu’ of Quality and Outcomes Framework (QOF) indicators for 2012/2013.

The proposed list includes three new indicators for the support and treatment for smokers, two to assess physical activity, one for asthma, plus a set on fragility fractures in osteoporosis patients.

Christine Carson, Programme Director of NICE’s Centre for Clinical Practice, says the indicators have already been tested “to make sure they work”.

The Framework is a voluntary incentive scheme that rewards GP practices for improvements in the quality of care for patients.

Introduced in 2004, NICE took over the management of arranging the development and review of indicators in April 2009.

The Institute has recommended that 12 existing indicators be retired, including three for depression and two for diabetes, and also advised replacing a further four.

The selection of the final indicators for inclusion within the Framework will be decided by NHS Employers, on behalf of the UK health departments, and the General Practitioners Committee (GPC) of the British Medical Association (BMA) and published later in the year.

ABPI unveils ‘key’ medical bill facts

by emma 22. July 2011 09:40

The ABPI has generated ten key facts to deliver accurate information on the latest UK medicines bill.

The list has been produced to increase transparency and counter myths and exaggerations, whilst highlighting achievements and possible improvements for the future.

The Association says the bill is “cost efficient” and highlights how the UK has some of the lowest priced medicines in Europe, and how only 10% of new medicines account of the NHS’ total spending.

The bill is a sum total of how much the NHS spends on medicines for patients every year in the UK. Figures showed the UK spends just 0.9% of GDP on medicines – less than the European average of 1.2%.

The ageing population in the UK is the main cause of the increase of growth, with 65% of prescriptions written for the over 65s.

It found that the total spend on medicines by the NHS is likely to increase by around £400m in the next three years, reaching a total of nearly £15bn; and that the proportion of the NHS budget spent on medicines has fallen since 1999.

The bill revealed that the UK has a significantly lower introduction rate for new medicines than the European average. In the UK, the use of new cancer medicines is 33% lower compared to the European average.

Other facts show that two-thirds of all prescriptions are for cheaper generic medicines; the NHS is expected to save £3bn due to the number of drugs coming off patent; and how the rate of secondary care is slowing.

A full list of the ten facts can be viewed here

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