Professional Documents
Culture Documents
Helping Pharmas
Manage Compliance
Risks for Speaker
Programs
By taking a rigorous and thoughtful approach
that pivots around key performance indicators,
pharmaceuticals companies can proactively
identify and solve noncompliance challenges
with speaker programs before they impact the
bottom line.
Among the many promotional and marketing strategies used by pharmaceuticals companies,
one of the most widely used and necessary components in the industry is the speaker
program event. Pharma companies typically use peer-to-peer speaker programs to promote
and educate healthcare professionals (HCPs) about their drug therapies and the diseases
their drugs treat. The interactions between HCPs through such events not only affect
prescribing patterns but also help HCPs stay up-to-date on the latest molecules, newly
approved drug indications, the latest clinical data and safety issues, among many other
things.
But over the past few years, speaker program events have become a bone of contention in
the industry as they tend to be misused. For example, some programs have provided
opportunities for pharma companies to promote off label use of their drugs, which is
illegal. In such instances, companies have been heavily penalized - and in some cases the
resultant fines are estimated to be billions of dollars. As a result, multiple rules and
regulations have been enacted by various U.S. government bodies, trade associations, and
pharmaceuticals companies themselves, to ensure program compliance.
This white paper examines key rules and regulations surrounding speaker programs and
provides an overview of how we believe pharma companies can proactively identify and
solve noncompliance challenges before they impact the bottom line.
Cognizant 20-20 Insights
Pharma companies conduct speaker program events for which they use SMEs to present
approved educational materials to medical and associated professionals. These speaker
programs must adhere to specific rules and regulations which are set by the government,
trade organizations, and internally - as shown, respectively, below.
Office of Inspector General Code on Interactions with Office of Ethics and Compliance
Corporate Integrity Agreement Health Care Professionals Financial Compliance Team
Physician Payments Sunshine Act Legal Office
Sales & Marketing Operations
Speakers: Speakers at such events are Topic: Presentation materials used must be
typically subject matter experts (SMEs) compliant and reviewed by the U.S. Food and
approved by the companys internal review Drug Administration (FDA). Material can
organization who have credentials and have consist of the benefits, safety and usage of the
undergone speaker training. They can be HCPs product, or the diseases it treats, or it can be
(national, regional and/or local key opinion completely unrelated to the product. The
leaders) or non-HCPs (business or best-prac- speaker must present all the material provided;
tice experts). Speakers are paid a fee for any modifications made should be approved
service based on fair market value (FMV) before the material is presented.
determined by their credentials.
During the past nine years, 10 of the worlds major Provide an implementation report and annual
pharmaceuticals companies have been penalized a reports to U.S. OIG on the status of the
combined $12.9 billion by the government entitys compliance activities.
(see Figure 2) and are now operating under a
corporate integrity agreement (CIA) for violating A part of the Affordable Care Act (ACA) known as
speaker program rules enforced by the Office of the Physician Payments Sunshine Act covers
Inspector General (OIG). CIAs typically last five physician financial transparency reports. This
years and make corporate officers personally legislation requires manufacturers of drugs,
liable for the companys compliance with medical devices and biologicals that participate in
stipulations set forth by the CIA. These agreements U.S. federal health care programs to report certain
usually require the following: payments and items of value given to physicians
and teaching hospitals.
Hire a compliance officer/appoint a
compliance committee. The Pharmaceutical Research and Manufacturers
of America (PhRMA) is a U.S. industry trade group
Develop written standards and policies. that represents pharmaceuticals research and
biopharmaceuticals companies and advocates for
Implement a comprehensive employee public policies that encourage the discovery of
training program. new medicines for patients. They have codified
rules concerning interactions with HCPs for the
Retain an independent review organization to
trade groups members to abide by. (The
conduct annual reviews.
GlaxoSmithKline
$3 Bn
Johnson &
Pfizer
Johnson
$2.3 Bn
$2.2 Bn
AbbVie
Eli Lilly
$1.5 Bn
$1.4 Bn
Merck
$950 Mn Amgen
AstraZeneca
$762 Mn
$520 Mn Sanofi- Boehringer
Aventis Ingelheim
$109 Mn $95 Mn
2012 2009 2013 2012 2009 2011 2012 2010 2012 2012
Penalties levied by the Office of Inspector General on each company during recent years.
peer-to-peer speaker programs are considered a Our process involves, initially, defining or
form of interaction with HCPs.) identifying the various metrics or key
performance indicators (KPIs). These KPIs would
As mentioned above, companies that have a CIA be based on the relevant laws, regulations,
are also required to hire a compliance officer policies, standards, procedures or contractual
and/or appoint a compliance committee. These obligations to which the organization must
entities must set company policies to prevent conform. These include the CIA, the Sunshine
inappropriate engagements as well as to Act, the PhRMA code on interactions with HCPs,
preempt any activity that could be perceived as and the pharma companys own internal
misconduct. regulations and guidelines, among others.
attending the speaker program are not attendee mix (doctor, physicians assistant,
permitted to receive food intended for etc.), expiring topics, etc.
attendees (i.e., distribution of leftovers is not
permitted). So, the amount of food ordered Attendee summary: Companies can track the
should not exceed the requirements for the number of attendees by program type (in-
number of actual attendees or other parameters office, out-of-office or teleconference),
set forth by the company, such as RSVPs. attendee category, etc.
ACKNOWLEDGMENTS
The author would like to thank Navin Vipin for his contributions
to this white paper.
Copyright 2017, Cognizant. All rights reserved. No part of this document may be reproduced, stored in a retrieval system, transmitted in any form or by any means,electronic,
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