Webinar Case Study: Meeting a Urgent Need in the Pharmaceutical Industry

I recently interviewed a colleague who designed and delivered a webinar to meet an urgent training need. She works for a Boston pharmaceutical start up of 20 employees and used GoTo Meeting to deliver training to nurses in a call center in Dallas.

The purpose of the webinar was to train the call center nurses to answer questions about a new cancer drug developed by my colleague’s company. If you’ve ever read the package insert on prescription medicine, you’ll notice a phone number to call with questions, which is required by the FDA of pharmaceutical companies. Small pharmaceutical companies typically outsource this work to a call center.

To help develop the training, my colleague interviewed the manager at the call center for two hours. Using this information she developed a 90-minute session with 25 slides. The slides included a large number of patient photos to illustrate before and after affects of the medicine. A journal article about the disease that the drug treats was sent as pre-reading to participants to help provide context for the presentation and maximize the time spent during the session. After the presentation the senior medical advisor from the pharmaceutical company (who is based in North Carolina and joined virtually) reviewed an FAQ and answered additional questions.

The result was an efficient training session delivered in real time, plus a recording made available to those who could not attend. Had this training been delivered the traditional way, my colleague and the senior medical advisor would have flown to Dallas to deliver two sessions (since some nurses needed to staff the call center). Additionally, a secondary audience in the Boston office (employees and contractors) attended the webinar and learned first-hand from company experts and from the questions raised by the nurses.

In total, 3 sessions (2 sessions for nurses and 1 for staff/contractors totaling 4.5 hours) were consolidated into 1 session (1.5 hours) and several hours of travel time were eliminated. In a small organization where resources are stretched thin and staff are in various locations, replacing face-to-face training with training delivered via web cast is a great way to save time and gain efficiencies.