CLM: Establishing True Relationships With A Healthcare Professional

Things move fast in today’s world and it is time we also look forward within the pharmaceutical industry. The entire context on which the pharmaceutical industry operates is continually changing, and this can have big implications for the entire industry. All of the changes have serious consequences for the way a pharmaceutical company will market their medicine and sell the medicine.

With all of the challenges and hurdles to overcome, there will be more pressure to improve and become more efficient in all aspects of the industry. One of the biggest functions of pharmaceutical operations that receive the most scrutiny is the sales and marketing aspect of the industry. CLM (closed-loop marketing) involves transforming the pharma industry from a mass market to an industry that focuses solely on the needs, wants, attitudes, and beliefs of the physicians as individuals. 

The closed-loop marketing market is a small market, and it has been around for several years. However, there is a renewed attention due to the new developments in digital technology. A pharma sales rep has to be informed about all of the indications of the products that are being sold. The industry guidelines and regulations have to be followed accordingly.

The pharmaceutical industry is behind several industries, such as the financial services industry, when it comes to understanding the customers. When data about the physician’s demographics and attitudes are combined with their prescribing behavior, closed-loop marketing allows a pharma company to apply certain marketing strategies to that individual physician. 

To understand closed-loop marketing, a good way to achieve this is to compare it to other approaches such as advertising. In past years, everyone would have to get the same information in the same way. CLM takes a different route.

CLM does not shout all of the information to everyone, instead it attempts to understand all of the customers better so the information and communication can actually be relevant. The value of information continues to rise, and as a knowledge provider, your value increases as well. You have an opportunity to form true relationships and partnerships with your healthcare professionals; are you going to take advantage of the opportunity? 

Want to hear more on closed-loop marketing?

Join Digital Pharma West to learn from over 50 digital marketing leaders that are driving the adoption of innovative digital, mobile and social media initiatives to better target and engage key audiences. Plus don’t miss our panel discussion, Globalization of the Digitally Enabled Rep and the Optimization of “True” Close Loop Marketing,” to get perspectives from Merck, Takeda and Avanir.

To learn more about this event, download the brochure or visit the website. Click here to register and be sure to mention Priority Code BLOG.

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