Enhancing Patient Care Through Industry Collaboration

The field of oncology is ever-evolving, with new treatments and drugs constantly being introduced to the market; at the heart of this dynamic environment are both navigation and industry, whose roles are synergistic and crucial to patient care. At the 2023 AONN+ Annual Conference in San Antonio, a panel of experts in both industry and navigation discussed the importance of industry collaboration, stressing how oncology nurse educators (ONEs) and field reimbursement managers (FRMs) can be instrumental in navigating these waters.

ONEs and FRMs are often misunderstood as sales representatives for pharmaceutical companies. However, according to Kristina Rua, executive director of Oncology Service Line and Navigation at the University of Miami, their mission is not to sell, but to educate and facilitate.

The Oncology Nurse Educator

“The oncology nurse educator and the field reimbursement manager are not there to promote a drug, they’re not working on commission, and they’re definitely not trying to waste your time,” she said. “But unfortunately, we have that stigma.”

They are, as she puts it, “subject matter experts,” with a focus on evidence-based medication education. They distill large amounts of data into digestible, actionable insights for nursing and navigation staff who would otherwise spend countless hours sifting through medical literature to keep up to date with the latest therapeutic options, instead allowing them to concentrate on patient care.

“The majority of the nurses in industry who have become nurse educators were recruited because of their passion for patients,” she said. “We’re focused on keeping patients on treatment. To me, if a patient comes off treatment because of nausea and vomiting, I’ve failed you.”

Ensuring Care Continuity

Stewart Hackney, senior director of GPO and Physician Networks, Field Reimbursement, and Payer National Accounts at Geron, emphasized that FRMs are critical in reducing the time it takes for a patient to start treatment. They serve as problem solvers who help navigate the complexities of drug policies, insurance hurdles, and the often overwhelming maze of payer requirements. Mr Hackney emphasized the role of the FRM in streamlining operational processes, ensuring that the practical aspects of care delivery are efficiently managed.

Ines Rodriguez, senior oncology territory manager with Daiichi Sankyo, spoke of her commitment to supporting navigators outside of conventional working hours. She underscored the value of having a nurse educator to call from the infusion room to ask for reassurance that a patient’s reaction to a new drug is normal.

“In the last 5 years, how many new drugs have come out, with how many new indications, and how much new terminology? It’s hard to keep up with,” she said. “I don’t want to sell you my drug. I want you to keep your patients safely on drug. I want to partner with you, and these relationships are priceless. Industry is not the dark side; I came to industry because I really wanted to make a difference.”

Connecting With Industry

Clara Lambert, director of financial navigation at Tailor­Med, acknowledged that it can be challenging to connect with industry resources, particularly in settings where direct interaction with industry representatives is restricted.

Members of the panel advised seeking out resources like nursing corners on pharmaceutical company websites, utilizing online platforms and networking opportunities at local and national navigation meetings, and being proactive about reaching out to ONEs and FRMs one-on-one.

“I want to have a phone call with you,” said Ms Rodriguez. “I don’t want to just go in and serve you lunch.”

“Don’t hesitate to reach out when you’re struggling,” Ms Lambert added.

According to Ms Rua, the resources offered by nurse educators go beyond drug education and span a wide array of topics from compassion fatigue to palliative care. She encouraged a proactive approach to leveraging these resources, noting that networking with industry professionals can be integral to getting patients the care they need. “We have access to tons of resources that we’re underutilizing,” she said. “So reach out and start meeting people.”

According to the panelists, industry collaboration is a necessity for navigators committed to enhancing patient care; these industry professionals are invaluable allies in the mission to deliver quality oncology care, bringing a wealth of knowledge, expertise, and support to the table.

Through these partnerships, navigators can ensure that the patients they care for have access to the latest treatments, support systems, education, and resources they need to successfully navigate their cancer journey.