White Guide and Orange Guide Formatting Project - Pfizer

Orange Guide – Chapter 5: Interactions with Health Systems and Medical Groups
Presenting Financial Metrics to a Customer
Q. My Integrated Delivery Network customer wants to know how a
screening/disease identification collaboration on which we are partnering
might help improve their economic performance in either additional care
identified (new patients) or costs averted (e.g., reduced unnecessary readmissions).
Can we assist in projecting what potential financial impact this
work may have for them?
A. In presenting a proposed collaboration to a customer, you may, as a general
matter, present general financial metrics from the proposed initiative based
upon publicly available, credible information. You should always use credible
sources that have been approved for such use, and never provide any
guarantees around achieving such financial goals. You should always include
appropriate disclaimers when presenting financial metrics (see the Use of
Disclaimers section earlier in this Supplement). Remember, presentations
must be approved before use with customers.
Use of Publicly Available Information
Q. What is an example of credible and reliable publicly available information?
A. That depends. In deciding whether something is credible and reliable you
should ask yourself whether a “reasonable person” would consider the source
credible and reliable. That will sometimes depend on the facts. Generally,
medical journals, governmental (e.g., CMS) websites as well as the particular
customer website are examples of credible and reliable sources.
Q. If credible and reliable publicly available information indicates that the
typical rate of readmissions (within 14 days) for COPD is 12% and my
customer’s hospital is currently at 21% can I, with appropriate approvals, do
a simple analysis of the cost of that additional 9%. If the customer’s rates
are not publicly available can I ask for that information and do the analysis to
calculate potential costs and possible savings from a collaboration?
A. If all the information needed to calculate potential loss to the customer for a
readmission rate higher than the typical is publicly available then you may
provide such information to the customer and disclose the basis of such
calculation and the source. In the event the customer’s rate is not publicly
available, rather than requesting the customer’s rate you should provide the
potential loss for each percent above the typical rate. Once again, you
should disclose the source and the basis for such calculation. The customer
may then proceed to calculate its loss based upon its specific readmission
rate.
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