The benchmarking program describes in detail each leading pharmaceutical company’s strategic approach to managed markets, including:

·         Strategic approach to the managed care marketplace

o   Overall sales strategy

§  Key products of focus

§  Approach to negotiations

o   Descriptions of programs/services offered to MCOs

§  Formulary/compliance initiatives

§  Physician/consumer education programs

§  Disease management

§  Other

o   How key managed care functions fit into the overall corporate organizational structure

o   Deployment of the managed markets sales force segmented by type of account

§  National

§  Regional

§  Government

§  Employer

§  Other

·         Organizational strategy for managed market initiatives

o   Educational and professional backgrounds of key personnel

o   Evaluation methods for key personnel

§  Qualitative

§  Quantitative

o   Training program

§  Typical length

§  Topics covered

o   Compensation of managed care sales representatives

§  Salary

§  Bonus structure

§  Benefits