The Field Execution Intelligence playbook for pharma field force operations in India

Ghost doctor calls

MR marks doctor as visited without entering clinic. Sensor cross-check and door-side geo-fence catch the gap.

Pattern 01

Pattern

Batch end-of-day DCR filing

All 12 doctor calls logged between 6 to 8 PM from one location. Continuous capture exposes the timing pattern.

Pattern 02

Pattern

Mock-location DCR

MR submits DCR from home using fake GPS apps. 9-layer detection catches 99%+ of attempts.

Pattern 03

Pattern

Proxy chemist visits

Single MR check-in covers multiple chemists in same complex without actual entry. Per-shop boundary verification surfaces the issue.

Pattern 04

Pattern

Fake doctor master data

Non-existent doctors added to coverage lists for inflated call counts. OTP plus MCI registration cross-check eliminates the path.

Pattern 05

Pattern

Sample distribution unverified

Samples billed as distributed are routed elsewhere. Outlet-level sample drop reconciliation closes the loop.

Pattern 06

Pattern

Call duration inflation

2-minute corridor conversations logged as 8-minute detailing sessions. Continuous timer with location lock verifies duration.

Pattern 07

Pattern

Territory boundary violation

MR poaches doctors from neighboring territories for personal targets. Territory geo-fence flags the cross-over.

Pattern 08

Pattern

RCPA fabrication

Retail Chemist Prescription Audit numbers invented without actual audit. Photo evidence requirement plus chemist OTP catches it.

Pattern 09

Pattern

POB inflation in low-season

Prescription Order Booking numbers spike in low-season to clear targets. Stockist reconciliation surfaces the disconnect.

Pattern 10

Pattern