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What is Provider Behavior Change Communications?

This session focuses on Provider Behavior Change Communication (PBC) as a strategy to positively influence provider behaviors. We will explore the current state of PBC, objectives for the future, and essential steps to facilitate provider engagement. By understanding provider needs and delivering tailored solutions, medical representatives can reinforce behavioral change effectively. Key components include territory planning, uncovering needs, delivering solutions, and ongoing support. This workshop will provide best practices and practical tips to ensure successful execution of the PBC process.

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What is Provider Behavior Change Communications?

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Presentation Transcript

  1. What is Provider Behavior Change Communications? Session 2

  2. Provider Behavior Change Communication (PBC)… Session 2: Objectives • Where are we now? • Where are we going? • How will we get there?

  3. Whatis PBC? 1 • Positively influence individual provider behaviors • Provide solutions to provider needs to motivate behavior change The goal of Provider Behavior Change Communication (PBC) is for the medical rep to … The goal of medical dethe medical rep to …tailing is for

  4. Whocan conduct a medical detail? 1 • Interacts with providers • Is credible in the eyes of providers • Has rapport-building, communications and persuasion skills • Has received appropriate training on the products and/or therapies • Has been advised of any regulatory or compliance guidelines regarding what can and cannot be discussed with providers Provider Behavior Change Communication (PBC) can be performed by anybody who… The goal of medical dethe medical rep to …tailing is for

  5. The Adoption Stairway

  6. Howwill we get there? 3 The goal of medical dethe medical rep to …tailing is for

  7. A specific process is followed by the best medical detailers 3 Step 1 Step 3 Step 4 Territory planning Uncovering provider needs Delivering a solution Reinforcing the solution’s value The PBC Process – Used by the Best Detailers Step 2 Coaching and support helps! (from your manager) SLIDE 7

  8. This workshop will focus on best practices and practical tips for each step in the PBC process 2 3 4 1 Territory planning Uncovering provider needs Delivering a solution Reinforcing the solution’s value The PBC Process – Used by the Best Detailers Value Propositions Provider Profiling Prioritizing & Planning Uncovering Provider Needs Maintaining Behaviors Features and Benefits Overcoming Objections Coaching and support Monitoring & Management Tools Coaching and Working with Your Manager SLIDE 8

  9. What is Provider Behavior Change Communication? Recap • Medical detailing is a behavior change intervention that is one component to lead us to project deliverables • PBC will help you be more effective in accomplishing PSI’s overall objectives • Many individuals in your community could receive a medical detail • Behavior change results from moving providers along the adoption ladder and removing barriers from advancing from one step to another • OAM • When providers receive medical details and change their beliefs and their behavior… it is uncomfortable. Change is uncomfortable! • You help make it comfortable by taking small ‘steps’ (adoption stairway) SLIDE 9

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