Inventing Disease to Sell Drugs

Pharmaceutical companies are ingenious in all the different ways they pump drugs into the system.The best know techniques include buying medical experts  to put their names on  articles written by the drug companies,and which then  can be placed in medical journals, hosting small casual dinners of docs to tell them about supposedly new proven but still off label uses for drugs. Docs get asked to come along for wonderful vacations with the dealers. They get great money making speeches.

  Adriane Fugh-Berman, a Georgetown University doctor and colleague of mine on, drives the pushers nuts with her research and writing exposing their underworld.. She has published a new article in the Boston Review setting out a basically unknown  genius way  Big Pharma  makes a killing.In addition to buying docs, the drugsters invent diseases! They then pump knowledge about the creepy new disease into the medical world through a process known as Continuing Medical Education or CME. This is how the docs and health care people in general are supposed to keep abreast of new developments in their field.It works like this:

 CME is the pharmaceutical industry’s most important marketing tool. Through a largely unnoticed process that plays out over a course of years, the pharmaceutical industry uses CME—which, unlike other forms of drug promotion, is not regulated by the Food and Drug Administration (FDA)—to prepare the market for new drugs, expand existing markets, position products against competitors, and promote unproven uses of treatments.

Here’s how it works. Pharmaceutical-company employees, or specialized vendor services, identify opinion leaders—influential (or up-and-coming) health-care professionals at academic medical centers. Physicians are the primary target, but as nurse-practitioners and physician assistants become increasingly important in primary care, these hidden prescribers are also being targeted. Industry’s influence on NPs and PAs has not received enough attention; for example, the recently passed Physician Payments Sunshine Act requires that pharmaceutical companies disclose payments made to physicians, but not those made to other prescribers.

Selected opinion leaders are wooed, perhaps over an expensive one-on-one meal with a company researcher or executive—not someone identified with marketing. In the course of discussing the opinion leader’s work, the industry representative will elicit his or her opinions on a variety of topics, including the “disease state” of interest. Opinion leaders whose perspectives align with a company’s marketing goals are then courted. A company may nurture relationships with targeted health-care professionals over many years and will pay them to educate their peers at CME events and other settings.

Industry-paid speakers frequently deny espousing marketing messages. I’ve heard many physicians justify their pharma-funded speaking gigs by saying, “I never emphasize their product” or, triumphantly, “I don’t even mention their drug!” But these comments only highlight their sales skills. Pharma doesn’t hire doctors to sell drugs; that’s a drug rep’s job. Pharma hires physicians to sell diseases.

Read the entire article in the Boston Review, and then,if you want to follow the ups and downs of the industry,take a look at provides recent developments in the drug business, a lengthy bibliography of blogs and sources of information as well as a few videos of drug reps spilling the beans and telling how the business works inside out.

2 responses to “Inventing Disease to Sell Drugs

  1. Pingback: The perils and promise of Alzheimer’s prevention « Boston Boomer News


Leave a Reply

Fill in your details below or click an icon to log in: Logo

You are commenting using your account. Log Out /  Change )

Google photo

You are commenting using your Google account. Log Out /  Change )

Twitter picture

You are commenting using your Twitter account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )

Connecting to %s