Improving HCP engagement through customer-centric communication

A multinational pharmaceutical company wanted to remain in touch with its health care provider customers in order to expand its reach. The HCPs’ limited availability interfered with the productivity of face-to-face meetings, and communication suffered as a consequence. After studying their mentality and routine, we developed a method to assist in maintaining regular digital contact with busy HCPs.

Challenges
The company wanted to remain in touch with its HCP customers and expand its reach. Face-to-face meetings were less productive as the HCPs could not spare sufficient time for interaction. ​

Sales representatives were finding it difficult to communicate the required information to the HCPs.

Solution
 We studied the persona of the HCP and gained a detailed understanding of the therapy area. Based on this, we created engaging scientific content for Veeva CRM Approved Emails and Engage Meetings. 
 

The HCPs appreciated this scientific communication and the mode of its delivery. This also enabled the sales team to maintain regular contact with the HCPs. 

improving HCP engagement through customer-centric communication

 

Outcome

  • Better insights
    into the true requirements of HCPs and their core interests through click rates and click analyses
  • Standardization​
    of scientific communication from the entire sales team to the HCPs, both in content and mode of delivery
  • More productive engagement 
    between medical representatives and HCPs

Ethosh’s scope of work

  • Enabled sales team to maintain regular contact with HCPs​
  • Detailed understand of the ​
    therapy area
  • Created engaging scientific content ​
  • Studies persona of HCP​ 

Ethosh blends the real and the virtual to communicate challenging concepts. From life sciences to the products of modern manufacturing. From strategy to execution. We use the latest digital tools and platforms to help you communicate efficiently and effectively: to market, to instruct and to inform. 

Ethosh works with global life sciences and manufacturing companies and has its offices in North America, Europe and India.

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