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The evolution of pharma customer engagement insight

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Over the last three years, customer engagement in the pharmaceutical industry has evolved significantly. Despite the improvement in screen-to-screen (S2S) interactions since 2020, face-to-face (F2F) operations are still on the agenda for many pharma companies. To fully realize the potential of a fit-for-purpose engagement model, the following points should be considered:

  1. A blended engagement model
  2. Emotive, patient-centric selling
  3. Referencing previous HCP interactions
  4. Cross-functional account management

Putting this strategy into practice, a tailored engagement model can be made to achieve the best-selling outcome.

In the full article from STEM, an Inizio Advisory company, the evolution to a more integrated, hybrid and patient-centric engagement model is explored in more detail.