White Guide and Orange Guide Formatting Project - Pfizer

Orange Guide – Chapter 5: Interactions with Health Systems and Medical Groups
Receiving Appropriate Value for a Collaboration
Metrics
Q. I have a Health System customer that is far below state and national averages
in respiratory related measures. COPD patients are emerging as a high-risk
patient base that requires care across multiple settings. Pfizer currently has
tools and resources that can be used by care managers for screening and
managing this population, and Pfizer has experts who can train care managers
on how to better discuss COPD and educate patients. Finally, Pfizer’s Medical
Colleagues will be able to track and evaluate the cost and outcomes impact of
implementing a comprehensive COPD program after using these resources.
The customer is interested in implementing this initially in 10 practices and
then a larger scale roll-out to all 75 practices. The customer is also willing to
pay the costs of the roll-out. Is this proposed collaboration appropriate for
Pfizer to engage in?
A. On its face, provided that the cost of the roll-out and other value provided by
the Health System is equal or approximately equal in value, it would seem
appropriate for Pfizer to engage in this collaboration. Providing assistance to
the customer that would aid in improving the diagnosis, management and
treatment and outcomes of high-risk COPD patients benefits the overall
healthcare system. Pfizer will be able to educate and help patients better
adhere to medicines in a disease state it currently has interest. Additionally,
Pfizer should obtain a wealth of data from this collaboration as to the benefits
of implementing these types of programs that may be replicated for other
customers and provide insights to management of patients in this high-risk
disease area.
Do not make commitments or provide guarantees around metrics. At times, when presenting a
potential collaboration with customers, it may be necessary to present, with appropriate approvals,
potential cost savings around the particular projects. Such metrics should only be based upon credible
and reliable publicly available information and may include high level data shared with Pfizer by the
customer. The basis and source of such metrics should always be disclosed to the particular customer.
In presenting such information, it should be expressly stated that such information should not be
construed as a guarantee around cost savings and that such assessment should be conducted
separately by the customer.
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