White Guide and Orange Guide Formatting Project - Pfizer

Orange Guide – Chapter 2: Detailing to HCPs
business and legal risks if not done in the appropriate manner. Further, when working with employers,
you should treat their employees as consumers, and your discussions should follow Pfizer’s guidance on
interactions with consumers. See Orange Guide Chapter 16: Consumer and Employee Interactions for
guidance on interactions with consumers and employees.
In working with employers, you may interact with medical personnel such as on-site HCPs, and non-
medical personnel such as CEOs, CFOs, CMDs, benefit managers, and brokers/consultants. These
employer representatives often have influence over the products to which employees have access and
over the coverage levels provided by their health benefit plans. When communicating with individuals
such as employer representatives or benefits brokers, you must speak with them as you would speak
with HCPs (as opposed to consumers). As with other HCPs, you must always give a fair and balanced
presentation that includes both the benefits and risks of the product. You should treat all employer
representatives and benefits professionals as if they are subject to federal and state healthcare laws,
including anti-kickback laws, even if they may not participate in government programs.
When interacting with employer representatives and benefits professionals, you should tailor any
product discussion carefully to their background, especially if they do not have a medical background.
Use appropriate, RC-approved, employer market specific tools since resources that are designed for
other audiences may not resonate with or be appropriate for these customers.
Benefits professionals may want to discuss the coverage offerings and access opportunities for Pfizer
products. You may engage in discussions about access for Pfizer products, provided that your
statements are truthful, accurate, not misleading, and provided that you only use RC-approved
materials, such as approved access grids. You may not direct employers to a specific PBM/HMO or
encourage an employer to switch to a different PBM/HMO. The rebate agreement terms we have with
customers (including PBMs and HMOs) are confidential (as is the existence of the rebate agreement
itself) and must never be discussed with employers, even when the terms are related to the PBM/HMO
of that employer. Directing or influencing employers to work with a specific broker or consultant is also
prohibited.
To best leverage existing relationships and avoid providing inconsistent messages, you must inform the
National Director Employer (NDE) or other appropriate CGC representative in your region about your
activities with employers and coordinate with such persons as needed. NDEs are colleagues who are
dedicated to working with employer groups and benefits professionals. NDEs collaborate directly with
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