GSK Stops Paying Doc Speakers: A Tipping Point?

Health Care Comments Off

On Monday GlaxoSmithKline became the first major drug company to go public that they will stop paying doctors for speaking. The company also announced several other monumental changes to its sales and marketing practices worldwide, including ending individual sales targets for drug representatives and paying physicians to attend medical conferences.

In the early 2000s, a couple of companies began to publicly disclose their payments and gifts to doctors. By the time the Sunshine Act was passed in 2010, making the practice mandatory starting earlier this year, almost a dozen companies were doing it.

This ends paying healthcare professionals to speak on its behalf about products or diseases to audiences who can prescribe or influence prescribing.

This also stops provision of financial support directly to individual healthcare professionals to attend medical conferences, and instead funding education through unsolicited, independent educational grant routes.

This also ends compensation for sales representatives based on individual sales targets, and instead evaluate and reward them for their technical knowledge and quality of service.