Eli Lilly 2011 Annual Report Download - page 9

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7
DEVELOPMENT:
Overcoming delays in clinical trial enrollment
Jannell Franklin, consultant, critical chain project manage-
ment, is helping cut the time for clinical trial sites to be
ready to enroll patients.
We’re meeting ever-increasing clinical trial require-
ments for a growing pipeline and increasing regulatory
demands, through a successful Six Sigma project to speed
trial enrollment.
The Six Sigma project was aimed at getting clinical
sites “regulatory ready”—completing the process to gain
ethical review board and FDA authorization to enroll
patients. To speed clinical trial readiness, the project
applied a technique called critical chain project manage-
ment (CCPM), and we established processes to ensure
that gains would be sustained.
In the past, our key metric was reaching First Patient
Visit (FPV) at any one site. While FPV remains a key
milestone, we’re now focusing on having every site ready
to enroll patients. Achieving consistent and reliable readi-
ness across all sites is key to reducing the overall time
needed to complete a trial and obtain results.
Our clinical trial site services group has reduced time
to reach “regulatory ready” by 25 percent at our North
American clinical trial sites, and we’ve sustained those
gains for three years. Based on that achievement, we be-
gan to replicate this process in other regions and among
our clinical research partners in 2011. We’re already
seeing early success stories across regions, and we’re now
looking at other aspects of clinical trials where similar
gains can be made.
ADVANCED IT:
Empowering global sales representatives
Richard Grogut, manager IT, global CRM implementation,
is based in England as part of the team rolling out the
mobile IT tool for Lilly sales reps worldwide.
We’re helping Lilly sales representatives around the world
improve service to customers by equipping them with
state-of-the-art mobile technologies.
In mid-2011, Lilly launched Veeva, the industry-
leading customer relationship management (CRM) tool,
to 2,500 fi eld-based representatives in China—one of the
largest corporate CRM deployments in the industry.
Lilly USA quickly followed, with Veeva deployed
broadly across sales, managed health care, and its medical
liaisons. Now the global CRM IT team is working with
global commercial operations to ensure that all Lilly fi eld
personnel across all business organizations have access to
Veeva—through PC, iPad, or BlackBerry—by the end of
2012.
This new cloud-based platform enables Lilly repre-
sentatives to more easily enter and access information
and to ensure that customers get the most out of their
engagement with Lilly. The system is fl exible and easy to
navigate. So minimal training is required, thus allowing
more time to be spent in face-to-face dialogue with cus-
tomers—while helping to reduce implementation costs.
An unrelenting focus on standardizing global
business processes and reporting is resulting in a single,
mobile, and cost-effective solution for Lilly representa-
tives around the world that combines a commitment to
innovation with a focus on the customer.