Key Decision Drivers for the Inclusion of Products Into Hospital Formularies by Clinical, Pharmacy, and Non-Clinical Hospital Stakeholders Across US, Germany, Italy, France, UK, and Japan

OBJECTIVES: Identify hospital stakeholders’ key decision-making criteria and evidence requirements for drug inclusion in hospital formulary and protocols in 6 global markets.

METHODS: 85 hospital stakeholders were interviewed across US, Germany, Italy, France, UK and Japan. Stakeholders’ roles included a mix of Medical (e.g., head physicians and medical directors), Pharmacy (e.g., pharmacy directors or chief pharmacists) and non-clinical stakeholders (e.g., Chief Finance Officers, Finance Directors and Hospital Directors). Respondents were asked a series of quantitative and open-ended qualitative questions to determine the perceived importance of decision-making drivers for the inclusion of products into hospital formularies in their country.

RESULTS: “Clinical data on efficacy” and “clinical data on safety” ranked as the two most important drivers for all stakeholders in all markets with the exception of Italy, placing “drug costs” and “economic evidence” as the second and third most important drivers respectively below efficacy data. US, Italy and UK ranked “economic evidence” and “drug impact on hospital resource utilization” in the top 5 decision drivers, whereas “recommendations by international guidelines” was perceived as having greater impact on formulary decision-making in Germany, France and Japan. This research also demonstrates the differences in drivers between stakeholder types within markets. Indeed, certain markets showed clear discrepancies between Medical, Pharmacy and non-clinical stakeholders on their perception of most important decision-making criteria / evidence to support drug inclusion in hospital formulary and protocols.

CONCLUSIONS: Understanding the differences and relative importance of decision-making criteria and evidence by hospital stakeholder throughout countries can support manufacturers tailor their strategy when communicating the value of their products to hospitals for formulary and protocol inclusion.