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Cutting Edge Information
Pharmaceutical sales reps adapt to new HIPAA guidelines
May 14th, 2003
The new Health Insurance Portability and Accountability Act (HIPAA) code, which went into effect in April 2003 to protect patient privacy, could reduce physician access for sales reps by 25%, according to a study by pharmaceutical business research firm Cutting Edge Information. Top-performing pharmaceutical sales managers and reps must creatively embrace the new HIPAA guidelines to build trust, solidify relationships, and gain increased access to target physicians, the report says. "It's understandable that doctors may initially be wary of inviting reps beyond the waiting room," said Jason Richardson, Cutting Edge Information's CEO, "however,...
Source: Biotech Week (2003-05-14)
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