Optimizing the Size and Improving the Impact of Immunology Field-Based Medical Teams in Major Global Markets: Thought Leader Engagement, Managing Field Activities & Productivity Levels

STUDY OVERVIEW

To maximize the impact of immunology-focused field-based medical teams in high-potential global markets, organizations need to be engaging Thought Leaders effectively and efficiently. Complicating an already difficult assignment, field teams must reflect the needs and opportunities of the region they work in.

Best Practices, LLC conducted this study to provide current immunology field team engagement practices in key markets. The study contains benchmarks around the duration and frequency of MSL and HOL interactions; the degree of proactive vs. reactive interactions; and the time spent on internal and external activities

This study will help companies fill knowledge gaps around MSL engagement trends for immunology-focused field medical teams. Leaders involved with field-based medical teams focused on immunology can utilize this study to compare their engagement approaches and metrics with peers in key markets.


This study includes four segments: All Participants, North America, Europe (Germany and UK), and global (countries outside the US).

KEY TOPICS

• Executive Summary: Methodology, Participants, & Key Findings
• Total Annual Interactions by Thought Leader Type
• Duration of MSL and HOL Interactions
• Frequency of MSL and HOL Interactions
• Proactive vs. Reactive MSL Interactions
• Frequency of 2253 Filings
• Effective communication channels
• Time Spent on External and Internal Activities
• Leveraging Field-Based Insights Across the Organization

• What is the total number of your annual MSL interactions with KOLs vs. HCPs
• What is the total number of your annual MSL interactions with global thought leaders, national thought leaders, and regional thought leaders
• Average time spent in each face to face thought leader interaction, MSL vs. HOL
• How frequently do your HOLs interact with payers, on average
• What percentage of your MSLs' thought leader interactions are proactive
• How often do your field MSLs conduct these six proactive activities
• Percentage of thought leader interactions that take place using these communication channels
• Effectiveness of these communication channels (F2F, phone, etc.)
• How much time do your MSLs spend, on average, on the following internal and external activities, each week
• Which of the following processes and tools are most effective for leveraging insights across the organization
  

Thought Leader Interaction Time & Frequency:

• Average MSL interaction time with KOLs is 46 minutes (U.S. = 40 minutes, EU5 = 59 minutes). These interactions occur roughly every 13 weeks, regardless of thought leader tier or region.
• Average HOL interaction time with payers is 52 minutes (similar across regions). These interactions happen slightly less frequently, approximately once every 21 weeks.

Best Practices, LLC engaged 16 medical affairs and field-based medical team leaders working in immunology through a benchmarking survey. Eleven leading biopharma companies represented. To provide useful insights for leadership teams, benchmark data is segmented by: Total Benchmark Class, Global (ex-U.S.), North America region and EU5 region. Six deep-dive interviews were conducted with medical affairs leaders, whose insights were provided to enrich the data and add real-world context to the metrics and trends established.

Industries Profiled:
Biotech; Pharmaceutical; Health Care; Chemical; Medical Device


Companies Profiled:
Amgen; Allergopharma; Pfizer; Genentech; Shire; Roche; GlaxoSmithKline ; Janssen; EMD Serono; Merck; UCB Pharma

If you purchase Best Practice Database document(s), you will have 30 days from the date of purchase to apply some or all of the cost of the document(s) toward the cost of a Full Access Individual, Pharma, Group or University Membership. Write us at DatabaseTeam@bestpracticesllc.com or call David Guinn at 919-767-9179 if you have any questions.