Case Study: Oncology Business Acumen

The Oncology business unit within this client’s organization needed content to support their business acumen curriculum. With the ever-increasing complexity of the Oncology marketplace, they needed content that would educate their field teams on the rapidly changing environment in which their customers operate. The client’s training department recognized the need to think outside the traditional clinical training framework and including upskilling related to business acumen.

The program was designed for the field-facing teams but made available to all Headquarters based on personnel who were new to Oncology (around 500 learners).

Working with this company, CMR developed a mapping plan to align with the customer’s curriculum and program objectives. We looked at our content through an Oncology lens and identified relevant business acumen resources that specifically impacted those in the Oncology space.

The program represents a blended learning approach to ensure learning transfer. The program contains podcasts, job aids, and microlearning content design.

Currently, this program contains over 20 oncology-related business acumen resources. Recently the client also launched a general catalog of more than 100 resources to meet other needs outside oncology-related business acumen.

• Collaborated and identified the major topics needed in the library based on field demand:
  • Reimbursement and Payers
  • Hospital Selling
  • Changing Landscape
  • Specialty Market
  • Organized Customers
• Created the library and mapped to the client’s exact needs
• Worked with the client’s IT department to seamlessly integrate into client’s system.
• Built check-in plan with the client to assess utilization, content selection, and program changes on a quarterly basis.

• Currently designing effective strategies to measure direct ROI.
• Current impact is seen and measured through demand and individual development plans.
• Demand for this type of content is continuing to grow within the client.
• There have been more than 2500 unique launches of the content contained in this customized library.

• Alternative Payment Models eBrief
• Follow the Dollar – From Manufacturer to Patient
• Oncology Care Model
• Selling in a Hospital Environment
• The Cost of Specialty Drugs
• Specialty Drugs: Distribution and Reimbursement
• Understanding Medicare Part D
• Understanding MACRA and its Impact on Physicians