Calls story: HCP Level vs. HCO Level

Calls story: HCP Level vs. HCO Level

When promoting a new drug, reaching out to healthcare professionals (HCPs) is crucial. HCPs can be solo practitioners, part of a group practice, or affiliated with a healthcare organization (HCO). Group practices typically consist of 2 to 4 HCPs, while HCOs can have 2 to 20 affiliated HCPs.

Assigning calls at the HCP level is often more practical because it simplifies the call planning process for representatives. Typically, high-segment HCPs receive 24 calls per year (2 calls per month), medium-segment HCPs receive 12 to 18 calls per year, and low-segment HCPs receive 3, 6, or 9 calls per year.

Since HCPs are aggregated at the HCO level, their assigned calls are also rolled up at the HCO level. For example, if an HCO has 10 affiliated HCPs, only a few (e.g., 4) might be call plan targets. Thus, account-level data would show 10 affiliated HCPs for the HCO, but only the calls for the 4 target HCPs would be displayed.

However, for hospital-level drugs administered intravenously or similarly, the call plan is set at the hospital level. In this case, if an HCO is assigned 24 calls per year, it doesn't matter if each of the 24 affiliated HCPs gets one call or if one HCP gets all 24 calls.

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