Use when selling into hospitals, health systems, clinics, or pharmacies where formulary, reimbursement, or clinical protocol gates the deal.
Instructions your experts follow when using this skill.
Use this when formulary, reimbursement, or clinical protocol gates the deal. Start from the account and its sites, the product and its indication, current formulary or pathway status, the key opinion leaders (KOLs) and committee owners, and the compliance rules you sell under (sampling, vouchers, co-pay, patient assistance programs, hub services).
Formulary or pathway status (blocked, in review, listed, preferred), the committee or board that decides, and the next decision date. Include tumor boards, integrated delivery networks, and federally qualified health centers where they apply. Blank stays blank until verified.
Hub enrollment, patient-assistance-program eligibility, co-pay support, and the vendor or contract docs each site needs. A clinical yes with no reimbursement path is stalled, not won.
Who influences the pathway decision, what evidence each needs, and the next education step with a date. Education and in-services only, never inducement.
Samples, vouchers, and education: what is allowed, what needs sign-off, and what is logged. Log every transfer of value for Sunshine Act and Open Payments reporting: applicable manufacturers must report annually to the Centers for Medicare & Medicaid Services payments and transfers of value to physicians, teaching hospitals, and the covered non-physician practitioners above the de minimis threshold CMS sets for that year — it is inflation-adjusted, so look it up rather than assume a figure — published in a public database. If the rule is unclear, stop and ask rather than guess.
Confirm the case need, bring exactly what was asked, keep inventory clean, and debrief the staff contact after. Log every eval unit in and out.
Before each call write the objective and the two questions that matter; after, log what was learned, what changed on access, and the dated next step.
The per-site access map with decision owners and dates, the reimbursement path, the KOL plan, the compliant deployment log, and pre- and post-call notes.
No formulary contact means you draft the access-discovery questions and work from public pharmacy-and-therapeutics committee or pathway info labeled INFERENCE. No compliance rules on file means you ask for them before any sampling or voucher step.
Nothing goes to the account and no access commitment is promised without your explicit yes.
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