System and Method for Outcome-Based Management of Medical Science Liasons
First Claim
1. A distributed customer relation management system for MSL data communications, comprising:
- a. a master computer system comprising;
b. a memory system having a master customer relation management database with master data stored therein, said master data including a first attribute value for each of a plurality of MTLs and a second attribute value for each of the plurality of MTLs;
c. a network interface system for receiving first MSL data from a first MSL computer system via a first network architecture and for receiving second MSL data from a second MSL computer system via a second network architecture; and
d. a processing system for analyzing the master data in conjunction with at least one of the first MSL data and the second MSL data to produce resultant data, whereine. said processing system calculates a weighted score for each of the plurality of MTLs based at least in part on the first attribute value, a first attribute weight, the second attribute value, and a second attribute weight,f. said processing system orders the MTLs in accordance with the weighted score of each of the plurality of MTLsg. said processing system prioritizes and selects MTLs to be targeted for MSL interaction to achieve desired business outcomes, andh. said master computer system is adapted to communicate the resultant data to the first MSL computer system via the first network architecture and to the second MSL computer system via the second network architecture.
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Abstract
A system and method 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 is disclosed. The system uses a customer relation database to record data regarding customer interaction activity of the medical liaison personnel and data regarding the business outcomes achieved or not achieved during the predetermined time period. The system correlates the customer interaction activity data and the business outcome data so that it can be used to conduct capacity and tactical assessments for future medical liaison activities. A method for targeting medical thought leaders or other health professionals who are most likely to achieve the business outcomes is also disclosed. In one embodiment, the system also provides a method for surveying the health professional customers to determine their level of satisfaction with medical liaison personnel and sponsor organization.
19 Citations
20 Claims
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1. A distributed customer relation management system for MSL data communications, comprising:
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a. a master computer system comprising; b. a memory system having a master customer relation management database with master data stored therein, said master data including a first attribute value for each of a plurality of MTLs and a second attribute value for each of the plurality of MTLs; c. a network interface system for receiving first MSL data from a first MSL computer system via a first network architecture and for receiving second MSL data from a second MSL computer system via a second network architecture; and d. a processing system for analyzing the master data in conjunction with at least one of the first MSL data and the second MSL data to produce resultant data, wherein e. said processing system calculates a weighted score for each of the plurality of MTLs based at least in part on the first attribute value, a first attribute weight, the second attribute value, and a second attribute weight, f. said processing system orders the MTLs in accordance with the weighted score of each of the plurality of MTLs g. said processing system prioritizes and selects MTLs to be targeted for MSL interaction to achieve desired business outcomes, and h. said master computer system is adapted to communicate the resultant data to the first MSL computer system via the first network architecture and to the second MSL computer system via the second network architecture. - View Dependent Claims (2, 3, 4, 5, 6, 7, 8, 9, 10, 11, 12)
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13. 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:
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a. a customer relation database; b. 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; c. means for recording data regarding customer interaction activity of the medical liaison personnel for a predetermined time period into the customer relation database; d. means for recording data regarding the business outcomes achieved or not achieved during the predetermined time period into the customer relation database; and e. means for correlating the customer interaction activity data and the business outcome data. - View Dependent Claims (14, 15, 16)
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17. A method of facilitating a desired business outcome of a sponsor organization, comprising:
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a. identifying and recording in a database stored on a computer-readable media a past business interaction having a past business outcome at least similar to the desired business outcome; and b. identifying and recording in a database on a computer-readable media a plurality of customer-relations values each corresponding to one of a plurality of customer-relations attributes associated with the past business interaction. - View Dependent Claims (18, 19, 20)
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Specification