Conduct Visits
Learning Objectives
After completing this unit, you’ll be able to:
- Describe how Account Summarization helps reps quickly prepare for HCP visits with relevant context.
- Explain how reps launch presentations from the visit record, tailor messaging in real time, and log feedback compliantly.
- Summarize how reps add participants, record sample disbursements, and submit medical inquiries during a visit.
From Planning to Action
Field visits are central to customer engagement in life sciences. Reps must arrive informed, tailor conversations to provider needs, stay compliant, and capture insights in real time.
LSC4CE equips field teams with the tools to conduct high-quality, compliant, and productive visits—whether in person or remote, one-on-one, or in group settings. From scheduled engagements in the Calendar to impromptu video calls or Lunch & Learn sessions, every visit is structured to ensure consistency and compliance from start to finish.
In this unit, we follow Sofia as she moves from planning to execution. Along the way, you’ll see how the platform supports her during live HCP interactions across presentations, product discussions, samples, and inquiries.
Prepare with Account Summarization
Before every visit, preparation is key. Field reps need a quick way to see what’s changed with an account and what to focus on—without flipping between multiple records. That’s where Account Summarization comes in.
When Sofia opens Dr. Morita’s account record, she sees a concise summary that highlights:
- Key changes since her last interaction, including prescribing trends and related account activity
- Recent interactions, along with the products and messages discussed in recent visits
- Key affiliations, and the relationships between them
- Samples requested or delivered
- Inquiries raised, along with their current status
The summary captures what’s new and relevant, giving Sofia the context she needs in mere seconds.
Armed with this context, Sofia is ready to tailor her approach and smoothly transition into the presentation.
Deliver Presentations with Impact
In field engagement, every HCP interaction must be relevant, compliant, and efficient. Reps must locate the right materials, tailor discussions in real time, and capture feedback without missing a beat.
LSC4CE helps reps put their best foot forward through a fully mobile presentation experience. Search and preview content, launch presentations directly from account or visit records, and use a powerful in-app presentation player to deliver content and capture insights, all from the same device.
Search, Preview, and Launch Presentations
Reps access approved presentations from the Content tab, Account record, or Visit record. Search by keyword, filter by topic, view recommendations, or browse recent decks.
The content library shows only those materials aligned to the rep’s assigned territory and product responsibilities. Bookmark favorite decks for quick access, and create custom presentations by combining pages from different decks to match specific HCP needs.
To prepare for an upcoming visit, Sofia filters the library to view recommended presentations. She previews one focused on patient onboarding and adds it to her favorites so she can practice the flow without tracking engagement metrics.
Later, just before her visit with Dr. Morita, she launches that same deck directly from the scheduled visit record, ensuring everything is tied to the correct interaction.
Navigate and Personalize the Presentation Experience
The presentation opens in a responsive, mobile-optimized player designed for real-time engagement. Navigate content nonlinearly, switch between decks, and tailor the conversation based on HCP interests, without stepping outside the app.
During the discussion, Dr. Morita asks a question about affordability. Sofia jumps ahead to the onboarding slide, and uses the built-in drawing tools to highlight Cumulus Pharma’s affordability support.
The player supports slide navigation, annotations, presentation locking during HCP handoff, and optional tracking pause for training or preview.
With these tools, reps remain adaptable while ensuring the interaction stays within approved and compliant workflows.
Capture Reactions and Drive Engagement
Understanding how an HCP responds to presented content is essential for improving future interactions and refining messaging strategies. With LSC4CE’s presentation player, capture real-time feedback on specific slides, products, and key messages without interrupting the flow of conversation.
Reactions are logged in two primary ways.
-
Slide-level feedback, recorded by tapping the top or bottom of the screen to indicate a positive or negative reaction
-
Product message feedback, tied to specific pages that contain key product messaging
This feedback is silently tracked during the session and stored with the visit record, giving the rep’s team valuable insight into what content resonates and what may need follow-up.
As Sofia walks Dr. Morita through her deck, she notes interest when discussing patient access services. With a quick tap, Sofia records a positive sentiment on that slide, along with mild hesitation when side effects are discussed. These automatically-logged reactions are reflected in Dr. Morita’s engagement profile.
Add Participants, Capture Inquiries, and Streamline Handoff
Most provider engagements involve more than just one HCP—and sometimes raise questions that require follow-up from other teams. The LSC4CE presentation experience helps reps handle these moments gracefully without disrupting the visit.
From the presentation player, reps can:
-
Add participants on the fly, assigning one as the primary HCP while tracking others as attendees
-
Create Medical Inquiries tied to specific products or messages, capturing the context directly from the presentation screen
-
Trigger Surveys or other next-step actions from within the session itself
During the Pinefield Hospital session, Sofia adds two attending physicians as participants while presenting a Lunch & Learn deck. One of them asks a question about long-term use of Immunexis. Sofia opens the attendee menu, logs a medical inquiry under that physician’s name, and routes it to the Medical Affairs team. While slide-level engagement is captured at the primary account, LSC4CE makes it easy to reflect attendance and propagate key metrics across all participants. Sofia wraps up the session confident that everything is recorded in one place.
All of these details are tied back to the originating visit record, so there’s no need to re-enter information or update multiple systems after the meeting.
Sofia’s meetings are going well! Now, let’s see how she manages sample distribution according to regulations.
Capture Samples and Ensure Compliance
Many HCP visits include the distribution of product samples or the submission of Direct to Practitioner sample requests, where items are shipped directly to the HCP after the visit. Whether dropped off in person or ordered for delivery, these actions are highly regulated. Reps must accurately record every disbursement, follow every eligibility rule, and capture signatures from everyone involved.
With LSC4CE, field reps can handle sampling workflows smoothly and correctly, right from the visit screen. From real-time inventory views to validation checks and signature capture, the process is designed to help reps stay compliant without slowing down the conversation.
During her visit, Dr. Morita agrees to receive two sample units of Immunexis 5mg for her clinic’s trial use. Sofia navigates to the Samples section in the app’s visit interface to record this disbursement.
Here’s how LSC4CE ensures everything is done by the book.
-
Inventory: Shows Sofia’s Immunexis inventory, including available units and batch or lot numbers.
-
Eligibility: Verifies that Dr. Morita holds a valid medical license and is eligible to receive these samples based on product-specific rules and local regulations.
-
Sample Limits: Checks sample limits based on local regulations and any organizational policies, such as maximum quantities allowed per visit or within a calendar year. If the request exceeds those limits, the system shows a warning or error based on the configuration to ensure Sofia is in compliance. In this case, Sofia is within the allowed range and proceeds.
-
Signature: Dr. Morita signs directly on Sofia’s tablet. The e-signature is instantly appended to the visit record, fulfilling compliance requirements.
With everything validated and recorded, Sofia hands over the samples confidently. The visit record now includes a full log of the transaction, ready for audit or reference during her next engagement.
Document Conversations and Launch Inquiries
During life sciences field engagement, some questions go beyond the scope of a commercial rep and require formal follow-up. Whether it’s a request for safety data, clinical study details, or off-label use clarification, reps need a compliant way to escalate those inquiries without losing momentum or clarity.
LSC4CE makes it easy to capture and log medical inquiries directly from the visit screen. Reps can initiate inquiries in just a few steps, ensuring provider questions are routed to the appropriate teams for a timely, accurate response.
During her meeting with Dr. Morita, Sofia gets a question about the long-term safety profile of Immunexis. She initiates a formal inquiry without leaving the visit flow.
- She taps New Inquiry from the visit screen.
- The account is auto-populated based on the visit.
- She enters a brief summary of the question and collects Dr. Morita’s signature for compliance.
The inquiry is saved to the visit record and routed to Cumulus Pharma’s Medical Affairs team.
By logging the inquiry in the moment, Sofia ensures it won’t fall through the cracks and that it’s tied directly to the visit context. There’s no need to follow up via email or switch to another system. Everything is traceable, compliant, and ready for handoff to the appropriate medical team.
Smarter Visits, Stronger Outcomes
Every field interaction can drive insight and value if the right tools are in place to capture it. With LSC4CE, reps stay focused on meaningful conversations while logging everything that matters, right from the visit screen.
In this unit, you saw how reps can deliver personalized presentations, capture reactions, distribute samples compliantly, and initiate follow-up inquiries, all in real time.
Next, follow Sofia as she wraps up her day. See how she reviews her visit records, finalizes key details, and submits audit-ready visit reports that support both compliance and continued engagement.