Finalist
Shire iAdopt - pre-call planning tool
with support from Makara Health
Summary of work
Changing beliefs in a competitive market environment is a challenge for many sales representatives and introducing a drug with a new mode of action to a market firmly established in one treatment regimen required an innovative sales support tool.
In response to an identified international business need to gain greater trial and adoption of the new brand, and requests from the country sales representatives for call handling to create faster behaviour change, Makara Health created Shire iAdopt, a pre-call planning tool developed to assist local country sales representatives plan their sales calls more effectively. iAdopt was developed for multi-brand roll-out, has already been adopted by a second brand, and is showcased as best practice across all Shire brands.
Utilising the psychology of belief and behaviour change aligned to market insights provided a strong base for the development of Shire iAdopt, which has been embraced by the markets, is successfully used by representatives in multiple countries, and is sustained with dynamic feedback for constant development.
The sales person with the greatest flexibility will be more successful in offering options for a healthcare professional to consider when examining his or her beliefs and resulting behaviours. Effective pre-call planning with Shire iAdopt achieves this goal.
Judges’ comments
Shire and Makara Health produced an excellent beliefs-based tool founded on solid insights and behaviour change techniques for individual HCPs.
