Access status

Formulary or payer access on a pharma account, dated: open, restricted, blocked or unknown. Reach, frequency and share are computed among open and restricted accounts; calls on blocked accounts are their own list.

DefinitionFormulary or payer access on a pharma account, dated: open, restricted, blocked or unknown. Reach, frequency and share are computed among open and restricted accounts; calls on blocked accounts are their own list.

Dated

A formulary win in month two changes the denominator from month two. Undated status restates history.

Mixed payers

Weight the account by the share of its patients under open access, or bucket at stated thresholds. State which.

How it is used

Every target account carries a status with an effective date: open, restricted, blocked or unknown. Each call is judged against the status on the date of the call, and reach, frequency and potential are computed both over all targets and over the accounts that could prescribe.

Example

Ten targets: six open, one restricted, two blocked, one unknown. Eight were called, so reach over all targets is 80 percent. Among the seven that can prescribe, five were called: 71 percent. Fourteen of twenty-eight calls went to accounts that were blocked on the day.

Where it goes wrong

The status is stored without a date, so an account that opened mid-cycle is treated as open throughout. Unknown is quietly counted as open, which flatters reach.

Articles that use this term

Coverage and territory

Coverage by industry: what a touch means on twelve different desks

Coverage is accounts touched at cadence over accounts assigned, and what a touch is, who the account is and what the cadence should be all change with the desk. This hub sets out, for twelve industries, the unit of account, the qualifying touch, the cadence a tier typically carries and the export the measure comes from, with a link to the full guide for each.

16 Sept 20263 min read Data quality and reconciliation · Pharma

Formulary status as a dimension: why call plans count the wrong accounts

How a pharmaceutical commercial team carries formulary and access status on every account so that reach, frequency and share are computed among the accounts where the product can actually be prescribed, the two lists that fall out, calls on blocked accounts and uncalled accounts with open access, and the dated status that makes a quarter's numbers comparable to the last.

16 Sept 20262 min read Territory, capacity and quota planning · Pharma

Sample-to-script correlation per territory: what the samples actually moved

How a pharmaceutical commercial team relates sample drops to prescription change per account and per territory, from the sample log and prescription data: the account's own baseline, the change in the weeks after sampling against accounts of the same tier not sampled, the territories where sampling moves nothing, and the honest wording that keeps a correlation from being reported as a cause.

16 Sept 20262 min read Board and management reporting · Pharma

Commercial KPIs for pharma sales teams: ten measures that matter, each with its formula and the export it comes from

The ten commercial KPIs a pharmaceutical sales organisation should run on, each with its formula, the export it comes from and what it tells you: reach and frequency among accounts that can prescribe, calls on blocked accounts, access-weighted territory potential, pull-through after a formulary win, call plan attainment by plan version, sample to prescription relationship, target list currency, new prescriber activation, share within accessible accounts, and off-plan call rate. Also the three measures most teams miss, the figures to drop, the identities, and who owns what.

17 Sept 20264 min read Coverage and territory · Pharma

Reach and frequency on ten accounts with access status: the whole arithmetic on one page

The complete reach and frequency calculation on ten pharma target accounts over one cycle, small enough to check by hand: each account's dated access status, the calls logged, reach and frequency over all accounts against reach and frequency among accounts that can prescribe, the calls spent on blocked accounts, the open-access accounts with no call, the account whose access changed mid-cycle, and the assertion that targets equal open plus restricted plus blocked plus unknown, so a reader can reproduce every figure and then run it on their own call log and access file.

17 Sept 20263 min read How-to guides

The worked examples: every measure on ten rows you can check by hand

A hub for the worked-example pages on this site: each core measure computed in full on a book small enough to check by hand, ten accounts, ten deals, ten invoice lines, five clients, four territories, with every intermediate figure shown and the identity at the end. This page lists them by measure with what each example demonstrates, so a reader can reproduce the arithmetic before running it on their own export.

17 Sept 20268 min read