Commercial Excellence

In today’s dynamic environment life sciences organizations are increasingly looking for new methods to maximize profit and grow the business. As the life sciences landscape shifts and business models evolve, we are seeing a greater focus on driving commercial excellence, cutting costs, and optimizing sales representative activities. Achieving greater performance is critical to ensuring long term sustainability.

The most forward-thinking organizations recognize that integration with compliance not only mitigates risk but sets the organization up for long-term success. Our compliance experience helps our commercial clients implement solutions that will be supported and praised by their Compliance colleagues. With our compliance mindset and business and technical background, our clients get a two-for-one resource.

Our professionals help your organization cut cost, optimize compliance activities, and navigate compliance by developing and implementing customized strategies or systems.

What We Do

HCP Payment Calculator & Scoring Repository
Potomac has developed a Fair Market Value (FMV) calculator and that can be deployed regardless of a company’s FMV methodology. The calculator provides tools to document and store information regarding an HCP’s tier and calculates activity-based rates. This increases transparency into FMV assessments while dramatically reducing the time needed to tier, determine rates, or lookup historical information regarding a contracted HCP. As one of our managed services offering, our team of Analysts can also take over the heavy lifting related to HCP resume review and HCP tiering on your behalf.
Data Analysis & Dashboards

We have adapted our historical experience of building compliance monitoring dashboards to helping commercial teams see a snapshot of their operations or key performance indicators. We initially helped our compliance clients partner with the business to identify metrics that reduce risk and improve company performance. Now, Commercial teams contract with us directly to create insights regarding speaker programs and sales calls.

Vendor Management

Implementing a new third-party provider such as a new speaker program or meeting logistics provider, new contact center, new contract sales force, or HUB provider can be a challenging, time-consuming endeavor. We provide operational support for our clients during the implementation by completing tasks such as:

  • Standard Operating Procedure (SOP) harmonization and updates
  • Change management training and communications
  • Defining IT requirements and completing user acceptance testing
  • Project management and milestone tracking
Supplemental Resource Support

Companies launching a new product or implementing a merger often are faced with the need for flexible resourcing to support the variety of new tasks. Our managers apply have strong project management backgrounds and a knowledge of compliance requirements that can be helpful when trying to build out a new field force or new marketing tactics. And as consultants, we can ramp up or ramp down, as needed to reflect the needs of the business.


Dan Koerner


Dan led the development of Potomac’s HCP Payment Calculator and Scoring Repository, believes in generating both compliance and business value from monitoring, and authored the presentation “Commercial Observations from a Compliance Monitor.”

Michael Young


Michael excels at “blank canvas” projects and has substantial experience in vendor management and supplemental resource support to ensure consistency improve company performance.

Graham Rich


Graham specializes in various forms of data analysis and expertly builds compliance monitoring dashboards that identify metrics and illustrate insights related to commercial operations and areas of risk.