Detect, take into account,
provoke trust and convince

By administrators we mean such key persons in the federal and regional healthcare system as chief medical officers of hospitals and chiefs of large departments, public servants from the Ministry of Health, chief payroll and non-payroll specialists.

To help you communicate with this category of specialists, we will analyze how Administrator makes decisions, organizes purchases in general, draws up a particular request, interacts with pharm. companies, mass media, evaluates the situation in the market, influences and monitors implementation of programs and decisions.


We will detect administrator’s personality, place in the healthcare structure, specifics of influence on personnel policy, choice of financing channels, standards and clinical recommendations, activities of non-profit organizations, patient organizations and target programs.

We will define the most important aspects of searching for and making a decision, moments in communication with a patient and surrounding persons, factors of therapy choice, aspects of drug cost perception.

We will tell you who his/her councilors are, how administrator approves decisions, persons he/she cooperates with or doesn’t work at all.

We will determine and indicate where the administrator receives trustworthy information, where finds funds, where studies, who are teachers.


The Client is to register a new generation drug for orphan disease treatment (further OD) in Russia. Promotional activities are to start in 2017; however, the company has to understand the current situation with OD diagnosis and treatment: patient journey, where diagnosis is established, how and where the patient is monitored, which therapy is prescribed (pattern), how drug is selected, what serves as a signal for prescribing a new generation drug, how specialists evaluate the current therapy, level of their awareness of new drugs, their perception, purchase channels and process of drawing up requests (keeping internal regional registries of patients with OD), submission of data to the Global Federal Register of Patients with OD), KOLs, key printed publications, recommendations and conferences. The Client wants to obtain comprehensive understanding of the current situation with this OD.

Many-stage study is carried out to solve issues set: in-depth interviews and online survey, including survey of administrators: chief specialists in regions and chiefs of departments where OD patients are managed.

Following the survey of administrators, we have drawn up influence map by 12 RF regions with specification of drug purchase schemes, factors of influence and influencers, the most important aspects of drug inclusion in purchase and/or reimbursement. We have detected the key persons participating in treatment of OD patients and influencing purchases, explained specifics of keeping registries. Moreover, we have detected attitude of administrators to Client’s drug, provided recommendations on communication and promotion of the drug in each region investigated.