Whole Systems developed two provider profile vignettes and two podcasts as part of a broad effort to engage the standing sales force regarding challenges in gaining access to and connecting with hard-to-reach HCPs. The provider profile vignettes focus on the company’s two main customer types, while the podcasts include interviews with several HCPs who were either “unreached’ or difficult for representatives to access.

The client’s business objectives were to:

1. Develop provider profile vignettes that provide representatives with a deeper understanding of their two main target customers, their perspectives and challenges, etc.
2. Develop podcasts that feature interviews with difficult-to-access HCPs, who discuss how they stay educated and how they prefer to interact with sales representatives.
3. Elevate the representative as a valued resource to their customers.

It proved challenging to develop questions that these difficult-to-access HCPs would feel comfortable answering and that the company would feel comfortable asking. To achieve this balance, we worked closely with Compliance and Legal to set parameters for the questions. We also provided the HCPs with the questions before recording so they could prepare answers that they would be comfortable with. Then, we submitted the HCP answers for full Compliance and Legal review after the interviews were completed.

• Whole Systems writers and graphic designers created engaging and beautiful provider profile vignettes for representatives. These vignettes focus on HCPs training, organizations the HCPs belong to, their perspectives and day-to-day activities, their office staff, and more!
• Whole Systems podcast solutions provide a fantastic tool that allows learners to hear from customers ― in their own voices ― about challenging issues related to access. This perspective facilitates valuable learning about how to approach all customers.

• Hearing from an HCP is always valuable, but providing additional training around difficult-to-access customers is invaluable to representatives.
• This package benefits learners because it creates a full story ― from background vignettes to hearing customer voices ― to support their learning.

To learn more about how to implement at your next meeting, contact us today!