This slide presentation is basically a training tool for First-line Leaders of those pharma companies which do not provide even the basic training when they promote a medical representative to a First-line Leader; yet have a desire to learn and make progress in their careers and no longer desire to be SUPER MEDICAL REPRESENTATIVES. . This is the foundation for them to excel as First-line Leaders and eventually move up to the position of CEO

1. FROMTHE BOOK - PHARMA
FIRST-LINE LEADERTOCEO:
THE ROADMAPTO SUCCESS 1PRICIPLES OF JOINT FIELDWORK -VIVEK HATTANGADI

2.  Importance of Joint FieldWork
 Steps for Effective Joint FieldWork
 Setting SMART Goals
FROMTHE BOOK - PHARMA
FIRST-LINE LEADERTOCEO:
THE ROADMAPTO SUCCESS PRICIPLES OF JOINT FIELDWORK -VIVEK HATTANGADI 2

3. FROMTHE BOOK - PHARMA
FIRST-LINE LEADERTOCEO:
THE ROADMAPTO SUCCESS 3PRICIPLES OF JOINT FIELDWORK -VIVEK HATTANGADI

4.  Best way for first-line leader to train medical representatives is
‘On-the-Job’
 He can assess their overall abilities
 Provide developmental opportunities
 Provide solutions relevant to market place
FROMTHE BOOK - PHARMA
FIRST-LINE LEADERTOCEO:
THE ROADMAPTO SUCCESS 4PRICIPLES OF JOINT FIELDWORK -VIVEK HATTANGADI

5. Catch them doing right
FROMTHE BOOK - PHARMA
FIRST-LINE LEADERTOCEO:
THE ROADMAPTO SUCCESS 5PRICIPLES OF JOINT FIELDWORK -VIVEK HATTANGADI

6.  Gauge the strength of the medical representative
 Build on his strengths
FROMTHE BOOK - PHARMA
FIRST-LINE LEADERTOCEO:
THE ROADMAPTO SUCCESS 6PRICIPLES OF JOINT FIELDWORK -VIVEK HATTANGADI

7.  Provide necessary tools for skill development
 Develop tactics for making successful joint calls
FROMTHE BOOK - PHARMA
FIRST-LINE LEADERTOCEO:
THE ROADMAPTO SUCCESS 7PRICIPLES OF JOINT FIELDWORK -VIVEK HATTANGADI

8.  Provide necessary guidance and counseling
 Ensure effective utilization of field-force automation tools
FROMTHE BOOK - PHARMA
FIRST-LINE LEADERTOCEO:
THE ROADMAPTO SUCCESS 8PRICIPLES OF JOINT FIELDWORK -VIVEK HATTANGADI

9.  He gets support to develop his skills
 Gets a chance to ‘show-off’ his skills and earn praise
 Gets an opportunity to learn from his first-line leader
FROMTHE BOOK - PHARMA
FIRST-LINE LEADERTOCEO:
THE ROADMAPTO SUCCESS PRICIPLES OF JOINT FIELDWORK -VIVEK HATTANGADI 9

10.  Medical representatives are basically lonely people – now he
has the company of someone who can train him
 This is an opportunity to show his original ideas creativity in
generating prescriptions or gathering market intelligence
FROMTHE BOOK - PHARMA
FIRST-LINE LEADERTOCEO:
THE ROADMAPTO SUCCESS PRICIPLES OF JOINT FIELDWORK -VIVEK HATTANGADI 10

11.  Helps him develop empathy with the medical representative
 Keeps him updated on the happenings in the market place
 Shows customers that the medical representatives are being
supported - and the company means business
 Gets an opportunity to praise the medical representative and
build relations
FROMTHE BOOK - PHARMA
FIRST-LINE LEADERTOCEO:
THE ROADMAPTO SUCCESS PRICIPLES OF JOINT FIELDWORK -VIVEK HATTANGADI 11

12.  Helps the first-line leader to develop relations with the KOLs
 Helps him to build relations with key retailers
 An opportunity for the first-line leaders to hone his own skills
FROMTHE BOOK - PHARMA
FIRST-LINE LEADERTOCEO:
THE ROADMAPTO SUCCESS PRICIPLES OF JOINT FIELDWORK -VIVEK HATTANGADI 12

13.  Enables him to assess levels of strategy execution
 Gives the doctor / retailer someone to ‘shout at’
FROMTHE BOOK - PHARMA
FIRST-LINE LEADERTOCEO:
THE ROADMAPTO SUCCESS PRICIPLES OF JOINT FIELDWORK -VIVEK HATTANGADI 13

14.  Displays its interest to develop its most valuable assets – its
human resources
 Supportive first-line leaders increase commitment of
medical representatives towards organization
 Field-staff development is enhanced – less attrition if field
visits are carried out effectively
 Better productivity for the organization
FROMTHE BOOK - PHARMA
FIRST-LINE LEADERTOCEO:
THE ROADMAPTO SUCCESS PRICIPLES OF JOINT FIELDWORK -VIVEK HATTANGADI 14

15. FROMTHE BOOK - PHARMA
FIRST-LINE LEADERTOCEO:
THE ROADMAPTO SUCCESS PRICIPLES OF JOINT FIELDWORK -VIVEK HATTANGADI 15

16.  Analyze the doctor-visit history
 Help the medical representative to plan and prepare the call
 Ensure that the medical representative understands and
agrees to the call plan
 Mutually agree what role the medical rep will play in the
call and what role the first-line leader will play
FROMTHE BOOK - PHARMA
FIRST-LINE LEADERTOCEO:
THE ROADMAPTO SUCCESS PRICIPLES OF JOINT FIELDWORK -VIVEK HATTANGADI 16

17.  Watch and actively listen to the proceedings
 Avoid unplanned intervention
 Do not command the doctors view – let the medical
representative be the hero of the call
FROMTHE BOOK - PHARMA
FIRST-LINE LEADERTOCEO:
THE ROADMAPTO SUCCESS PRICIPLES OF JOINT FIELDWORK -VIVEK HATTANGADI 17

18.  Analyze the medical representatives performance in the call
 Follow a sequence –
1. Praise the specific things done well
2. Do not point out the mistakes – ask the medical
representative himself
3. If he identifies weaknesses, agree to them
4. Show how to correct weakness by practice or
demonstration
FROMTHE BOOK - PHARMA
FIRST-LINE LEADERTOCEO:
THE ROADMAPTO SUCCESS PRICIPLES OF JOINT FIELDWORK -VIVEK HATTANGADI 18

19.  Set specific objectives for the next key call
 Make sure that these objectives are recorded both by you
and the medical representative
 Agree to specific time when improvements can be checked
FROMTHE BOOK - PHARMA
FIRST-LINE LEADERTOCEO:
THE ROADMAPTO SUCCESS PRICIPLES OF JOINT FIELDWORK -VIVEK HATTANGADI 19

20. S- Specific
M- Measurable
A- Attainable
R- Relevant and Realistic
T- TIme bound
FROMTHE BOOK - PHARMA
FIRST-LINE LEADERTOCEO:
THE ROADMAPTO SUCCESS PRICIPLES OF JOINT FIELDWORK -VIVEK HATTANGADI 20

21. Discuss three things without fail during fieldwork or business
reviews
Where are we now?
Where do we want to go?
How do we go there?
FROMTHE BOOK - PHARMA
FIRST-LINE LEADERTOCEO:
THE ROADMAPTO SUCCESS PRICIPLES OF JOINT FIELDWORK -VIVEK HATTANGADI 21

22. FROMTHE BOOK - PHARMA
FIRST-LINE LEADERTOCEO:
THE ROADMAPTO SUCCESS PRICIPLES OF JOINT FIELDWORK -VIVEK HATTANGADI 22

23. FROMTHE BOOK - PHARMA
FIRST-LINE LEADERTOCEO:
THE ROADMAPTO SUCCESS PRICIPLES OF JOINT FIELDWORK -VIVEK HATTANGADI 23

24. FROMTHE BOOK - PHARMA
FIRST-LINE LEADERTOCEO:
THE ROADMAPTO SUCCESS PRICIPLES OF JOINT FIELDWORK -VIVEK HATTANGADI 24
Vivek Hattangadi
vivekhattangadi@theenablers.org
www.theenablers.org