System and method for outcome-based management of medical science liaisons

A method of ranking a plurality of health professionals in a preferred order, comprising:

• determining a first normalized value associated with each of the plurality of health professionals and corresponding to one of a magnitude of clinical investigations, a magnitude of commercial potential, a frequency of publications, frequency of presentations and a value of another attribute.
• determining a second normalized value associated with each of the plurality of health professionals and corresponding to another one of the magnitude of clinical investigations, the magnitude of commercial potential, the frequency of publications, frequency of presentations and the value of another attribute.
• multiplying each of the first normalized values by a first weight to determine a first weighted component for each of the plurality of health professionals;
• multiplying each of the second normalized values by a second weight to determine a second weighted component for each of the plurality of health professionals;
• adding the first weighted component to the second weighted component to determine at least part of a weighted score for each of the plurality of health professionals;
• and
• ordering the health professionals in accordance with the weighted score of each of the plurality of health professionals.

A method for prioritizing and selecting health professional customers to be targeted for interaction with medical liaison personnel to achieve desired business outcomes, the method comprising:

• defining a plurality of business outcome attributes corresponding to the desired business outcomes;
• determining an attribute value for each identified business outcome attribute for each of a plurality of individual health professional customers;
• assigning a relative weight to each of the business outcome attributes;
• and
• ordering the individual health professional customers based upon the attribute values of the customers and the relative weight of the business outcome attributes.

A method for managing customer interaction activities of medical liaison personnel of a sponsor organization with health professional customers, the method comprising:

• identifying one or more desired business outcomes;
• identifying one or more activity attributes of customer interaction activity to be performed by the medical liaison personnel;
• recording data regarding customer interaction activity of the medical liaison personnel for a predetermined time period;
• recording data regarding the business outcomes achieved or not achieved during the predetermined time period;
• and
• correlating the customer interaction activity data and the business outcome data.

A system for managing customer interaction activities of medical liaison personnel of a sponsor organization with health professional customers to achieve one or more desired business outcomes, the system comprising:

• a customer relation database;
• means for defining one or more activity attributes of customer interaction activity to be performed by the medical liaison personnel associated with the customer relation database;
• means for recording data regarding customer interaction activity of the medical liaison personnel for a predetermined time period into the customer relation database;
• means for recording data regarding the business outcomes achieved or not achieved during the predetermined time period into the customer relation database;
• and
• means for correlating the customer interaction activity data and the business outcome data.

A method for assessing health professional satisfaction with medical liaison and sponsor organization performance, the method comprising:

• defining one or more medical liaison attributes;
• defining one or more health professional perception attributes;
• presenting a survey to a plurality of health professional having one or more survey questions associated with the defined medical liaison attributes and the defined perception attributes;
• and
• recording the survey responses of responding health professionals.