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Health Outcomes Liaisons Key to Pharmaceutical Sector Navigating Payer-Focused Marketplace

CHAPEL HILL, N.C., Dec. 7, 2012 /PRNewswire/ -- Managed care organizations and other payer types - including the government sector - have quickly grown into the key customer group for the biopharmaceutical industry. With billions in sales riding on effectively communicating with these organizations regarding products' effectiveness, safety and cost effectiveness, the biopharmaceutical industry has turned to a relatively new function to fill this critical role: Health Outcomes Liaisons (HOLs).

HOLs serve as a scientific bridge between companies and health care system decision-makers in managed care by providing scientific, medical, and pharmacoeconomic support to customers and bringing back feedback to help the company improve products. Some HOLs also have responsibility for conducting pharmacoeconomic and health outcomes research in collaboration with the decision-makers, as well as training colleagues on the importance and uses of outcomes data.

To help executives better navigate this new payer landscape, research and consulting leader Best Practices, LLC conducted a research study to provide benchmarks and insights into how leading companies are delivering exceptional HOL services in an increasingly challenging business environment. "Health Outcomes Liaisons Excellence: How the HOL Function Drives Value Across the Healthcare Industry" is a new, 63-page study that probes the structure, resources and activities of Health Outcome Liaisons (HOL) programs at leading organizations. 

Issues addressed in the study include:

  • Structure and resources of Health Outcome Liaisons (HOL) programs, including staffing, budget, geographic span, oversight responsibility, and services provided   
  • Scope, frequency, and timing of HOL services  
  • Methods HOLs use to engage internal and external customers and build lasting relationships  
  • Differences in roles of HOL, MSL, Key Account Manager and Sales staff  
  • Future trends expected to impact the HOL function   

The research also examines best practices in HOL management and identifies future trends expected to impact the HOL function. Leaders burdened with headcount constraints and insufficient resources to support new products can potentially gain critical efficiencies through the shrewd use of HOLs.

This benchmarking research drew participation from 23 HOL program leaders from 19 different pharmaceutical and medical device companies. In addition, deep-dive interviews were conducted with five participating companies to gather additional insights.

To learn more about this report, download a complimentary report excerpt at For related research, visit our Best Practices, LLC Web site at

Best Practices, LLC is a leading benchmarking, consulting and advisory services firm serving biopharmaceutical and medical device companies worldwide. Best Practices, LLC's clients include all the top 10 and 48 of the top 50 global healthcare companies. The firm conducts primary research and consulting using its comprehensive proprietary benchmarking tools and analysis. The operational insights, findings and analysis form the basis for our Benchmarking Reports, databases and advisory services to support executives in commercial and R&D operations.

SOURCE Best Practices, LLC
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