Workshop helps clinical nurse educators (CNEs) fluidly transition from nurse to doctor conversations, increasing prescriber engagement 9x.
OUR TASK
Teach a highly successful contract clinical nurse educator team how to speak with oncologists. Raise nurses’ self-belief in talking to prescribers. After scientific conversation skills training, nurses saw more than 100 prescribers every 6 months, paving the way for sales follow-up.
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The Ask
CLIENT
Global
Mid-Sized BioPharma
Engage Oncologists
Train CNEs to engage with oncologists and overcome nurse hesitation in talking to prescribers.
Allow Sales
Ensure that nurse educators ask oncologists for permission to invite the sales team to call.
The Approach
TOOLS
Workshop
Coaching
Build Confidence
Design and implement a 1-day workshop to help CNEs see their value within high-stakes scientific conversations.
Communication Train
Teach nurses to flex their speaking and listening styles to match HCPs’ differences. Role-play scenarios.
Coach Manager
Continue 1:1 skill-building with the team leader to keep training alive in daily practice.
The Results
OUTCOME
Business Objectives Exceeded
Client Satisfaction
High Engagement
Improved Key Opinion Leader (KOL) Engagement
After the training, nurses increased their prescriber engagement to an average of 108 contacts per nurse, per half-year.
Business Objectives Exceeded
Building on an already successful program yielding a 2.1-to-1 return on investment (ROI), because of increased prescriber engagement, the nurse educator program grew to a 4-to-1 ROI.
Client Satisfaction
Client was so thrilled that after the program’s fourth year, they brought the team in-house.