Checklist: Four things to look for in a field services partner

When you're launching a new product, anticipating barriers across the access and reimbursement spectrum is an essential component of a successful launch strategy. Savvy manufacturers can respond quickly to any obstacles that may arise when a field team is operationalized. And more and more of your manufacturer peers recognize that the key to improving patient access and speed to therapy is to deploy an experienced field services team.

More often than not, the infrastructure and experience for field reimbursement and access support don't exist on a commercialization team. That's when outsourcing field services can really elevate the provider experience and enhance patient access to your product. But how do you know what to look for in a field services partner?

These are the four qualities in an outsourced field services partner if you want your access program to thrive.

1. Quality of people

Field reimbursement and access professionals should have a deep understanding of the healthcare reimbursement and access landscape combined with quality training and top-notch communication skills. They need to be able to educate providers about patient support programs while also helping them navigate the complexities of the reimbursement and access process, including such requirements as prior authorization and step therapy. Manufacturers will benefit from a field services team with the specialized knowledge necessary to work with their particular product and understand how to tailor solutions to specific customer needs.

2. Breadth of services

A strategic partner that can inform and support your entire reimbursement and access strategy with expertise supporting all stakeholders (manufacturers, payers, providers, and patients) allows for seamless integration of field services with patient access and support program services. End-to-end support also means smoother information exchange, valuable insights, and more efficient communication and collaboration between support teams.

3. Flexibility and agility

One of the main reasons a manufacturer may look to outsource field reimbursement management is to have the ability to adjust the size of the field services team as their needs change. Having the flexibility to bring on the right people at the right time is key to having a team that can move at the speed of need. The best partners will be nimble enough to adapt to any challenges that come up, including those posed by COVID-19, by offering virtual support models and other agile solutions.

4. Customized approach

Field services partners should be able to tailor their approach to the manufacturer's specific needs, whether they're working with a small pharma company bringing its first therapy to market or a large, established manufacturer. Field access and reimbursement teams should be able to adjust their strategy depending on factors such as the size and capacity of the manufacturer, how the manufacturer's product is administered, the size of the target market, how competitive the market is, and specific challenges related to reimbursement and affordability. It's a good sign when a partner has expertise and experience in a variety of therapeutic categories and classes. The ability to provide wrap-around services further helps to ensure that no patient or provider is excluded from the effort to maximize access to therapy.

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Checklist: Four things to look for in a field services partner

The best field services partners check these four boxes