{"id":71407,"date":"2024-11-21T11:19:11","date_gmt":"2024-11-21T09:19:11","guid":{"rendered":"https:\/\/www.ipsen.com\/?p=71407"},"modified":"2024-11-21T11:19:14","modified_gmt":"2024-11-21T09:19:14","slug":"knowledge-is-king-how-best-in-class-commercial-learning-development-programs-support-healthcare-professionals-and-patients","status":"publish","type":"post","link":"https:\/\/www.ipsen.com\/culture\/knowledge-is-king-how-best-in-class-commercial-learning-development-programs-support-healthcare-professionals-and-patients\/","title":{"rendered":"\u201cKnowledge is king\u201d: how best-in-class Commercial Learning &amp; Development Programs support healthcare professionals and patients"},"content":{"rendered":"\n<div class=\"wp-block-columns is-layout-flex wp-container-core-columns-is-layout-1 wp-block-columns-is-layout-flex\">\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\">    <section class=\"title-text \">\n        <div class=\"container\">\n            <div class=\"title-text-inner\" style=\"background-color:#DBEAF5;\">\n                <!-- If heading is enabled then it's visible -->\n                <div class=\"text-head-dash hidden\">\n                                            <span class=\"dash\"><\/span> \n                        <p class=\"heading-para\">\n                                                    <\/p>\n                                        \n                <\/div>\n\n                <!-- If subtitle is enabled then it's visible -->\n                <div class=\"text-head-dash hidden\">\n                                            <h2 class=\"heading-para\">\n                                                    <\/h2>\n                    \n                <\/div>\n                \n                <!-- If description is enabled then it's visible -->\n                <div class=\"text-parbase visible\">\n                    <p><p>How do Ipsen\u2019s Commercial Learning &amp; Development programs enable it to bring the full potential of its innovative medicines to patients? We discuss the programs\u2019 goals with Bartek Bednarz, EVP Head of Global Product and Portfolio Strategy; then discover their impact on the ground with Mahdi Hedjal (North Africa) and Sabine Rupeika (Nordics\/Baltics).<\/p>\n<\/p>\n                <\/div>\n\n                <!-- If button is enabled then it's visible -->\n                \n            <\/div>\n        <\/div>\n    <\/section>\n\n\n\n<p>For Bartek Bednarz, the healthcare industry is increasingly time-poor. \u201cMedical technology evolves rapidly, pushing healthcare professionals (HCPs) to constantly adapt. Aging populations means HCPs are facing an influx of patients requiring complex, long-term care, while innovative healthcare delivery models, such as telehealth, put HCPs on call at all times.\u201d<\/p>\n\n\n\n<p>For pharmaceutical field teams, this creates a challenge. \u201cEvery minute a healthcare professional spends with a medical field representative is time not spent with patients,\u201d notes Bartek Bednarz. \u201cSo every interaction must add value.\u201d<\/p>\n\n\n\n<p>This is the driving force behind Ipsen\u2019s innovative Commercial Learning &amp; Development programs. By investing in our people and giving them a detailed understanding of our treatments, we can efficiently provide information to HCPs to help them get the right medicines to their patients.<\/p>\n\n\n\n<p><strong>A foundational core of knowledge<\/strong><\/p>\n\n\n\n<p>When field force members meet with HCPs, they have several goals. First, to educate HCPs by providing in-depth knowledge about a product, including clinical efficacy, safety and unique discussion points. Second, to contribute to patient care, recommending the right products for the right patients and advocating for treatments with better patient outcomes. Third, to understand HCPs\u2019 pain points and gain insight into treatment gaps, while collecting feedback about product performance and real-world usability.<\/p>\n\n\n\n<p>\u201cMembers of Ipsen\u2019s field force need to master our products to succinctly communicate their value,\u201d says Mahdi Hedjal, Transformation, BEX and Digital Director, North Africa. This is crucial because field teams do not typically have the products they\u2019re presenting on hand. \u201cWhen our reps present, they must be precise,\u201d notes Bartek Bednarz, \u201cbecause the HCPs will associate that person \u2013 their expertise and clarity \u2013 with the eventual product.\u201d<\/p>\n\n\n\n<p>This means that field teams must be well-prepared, ensuring their messages resonate effectively and their products add value. The best way to do that? Know the product, inside out. \u201cKnowledge is king,\u201d says Bartek Bednarz. \u201cHCPs don\u2019t have time for anything less than a thorough understanding of medical treatments and innovations.\u201d<\/p>\n\n\n\n<p>Sabine Rupeika, Commercial Excellence Lead for the Nordic\/Baltics, agrees. \u201cFor our field force, keeping up to date on products and adapting to changing healthcare needs is essential. In my region, we create a cross-functional Learning &amp; Development roadmap each year, focusing on strategic needs and responding to evolutions in healthcare.\u201d<\/p>\n\n\n\n<p><strong>Effective support for launches<\/strong><\/p>\n\n\n\n<p>Ipsen\u2019s Commercial Learning &amp; Development programs help field force members gain the knowledge and skills to be effective, offer relevant solutions and get the right treatments to patients. Programs provide product knowledge certification, functional skills training and mindset development to help build expertise and ownership.<\/p>\n\n\n\n<p>These programs are especially valuable for supporting new medicines or indications launches. For a launch, field force members must understand how the product fits into the patient journey, from treating a disease to improving quality of life. Launches should fit into the larger context of healthcare, addressing real needs for HCPs and patients and be handled with confidence.<\/p>\n\n\n\n<p>\u201cMedical field representatives are a critical channel to deliver information about new products to HCPs to explain the benefits to patients and society,\u201d says Bartek Bednarz. \u201cAt Ipsen, we have several launches planned over the next four years, as we build out our Rare Disease franchise and strengthen Oncology. So, there is a great deal for our field teams to learn.\u201d<\/p>\n\n\n\n<p>\u201cPreparing for a new product or indication launch involves complex, detailed planning from multiple teams,\u201d adds Sabine Rupeika. \u201cWe develop a value proposition, perform market research, ensure regulatory compliance, engage with key opinion leaders and create an access strategy \u2013 all things our field force needs to understand.\u201d<\/p>\n\n\n\n<p>\u201cIn Algeria,\u201d says Mahdi Hedjal, \u201cthere are extensive onboarding and training courses and interventions for those who present products and all medical field representatives must be certified before the launch. That\u2019s how we bring the best image of Ipsen to the market, increase our chances of meeting HCPs and make a positive impact.\u201d<\/p>\n\n\n\n<p><strong>Best-in-class Commercial Learning &amp; Development programs<\/strong><\/p>\n\n\n\n<p>Ipsen\u2019s Commercial Learning &amp; Development programs are being implemented worldwide, providing core training opportunities for all field force members. \u201cIt makes our field force great advocates for our solutions,\u201d says Sabine Rupeika. \u201cIt gives them ownership, structure, and responsibilities and helps them work cross-functionally with other teams.\u201d<\/p>\n\n\n\n<p>Above all, these programs are a source of pride. \u201cOur teams have made tremendous progress, rapidly implementing these transformative programs,\u201d says Bartek Bednarz. \u201cBy equipping our field teams with the knowledge they need, we can support both HCPs and their patients in the right way.\u201d<\/p>\n<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>For Bartek Bednarz, the healthcare industry is increasingly time-poor. \u201cMedical technology evolves rapidly, pushing healthcare professionals (HCPs) to constantly adapt.<\/p>\n","protected":false},"author":9,"featured_media":71813,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[24925],"tags":[],"class_list":["post-71407","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-culture","entry"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v22.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Commercial Learning &amp; 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