White Guide and Orange Guide Formatting Project - Pfizer

Orange Guide – Chapter 5: Interactions with Health Systems and Medical Groups
with RMRS Colleagues”, as well as Pfizer’s policy around the handling of medical requests. Additionally,
in a situation where both Medical and commercial colleagues are involved in a collaboration with a
Health System, it is important that the Pfizer colleagues involved make it clear to the customer the two
distinct roles and the respective functions. If possible, all documentation should reflect the distinct
roles.
Medical and Commercial Interactions
Q. I am a Key Account Manager (KAM), and one of my large medical group
customers has provided me with spreadsheets which contain data on a particular
disease state related to that medical group, which includes an affiliated hospital.
The group wants me to assist in analyzing the data in order assist them in better
understanding the impact this disease has on hospital admissions. Some of this
data is high-level such as total number of hospital admissions with a specific
disease broken down by various common demographic categories: gender, age
cohorts, etc. One spreadsheet inadvertently contains a de-identified list of
specific patients, including length of admission, diagnosis, etc. Can the KAM
receive this data from the customer and what analysis can they perform with it?
A. In every situation where the customer wishes to provide patient data for analysis,
the commercial field-based colleague should bring in their respective MOS
colleague. While in some situations commercial field-based colleagues are able
to perform high level analysis based on publicly available information, such
situations are limited. Additionally, under no circumstance should any Pfizer
colleague receive de-identified patient specific information unless appropriate
consents are in place and even then only Pfizer Medical Colleagues will be able to
receive such information.
Q. Can commercial field-based colleagues do joint customer presentations and
meetings with Medical Colleagues?
A. Yes, commercial colleagues may do joint meetings and presentations with their
Medical Colleagues for initial customer needs assessments as well as follow up
meetings to discuss possible collaborations. Keep in mind that in order to protect
the integrity of medical discussions, certain meetings may need to be separate
meetings. Additionally, both Pfizer medical and commercial should be clear in
their communications to the customer regarding the respective roles of medical
and commercial in the particular project. The Orange Guide can guide you but
you should speak to your Medical Colleague and team attorney who can help
determine the best approach.
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