Best Practices in Establishing Medical Affairs Capabilities in TMEA: Medical Field Team Staffing and Performance in Turkey, Middle East and South Africa

STUDY OVERVIEW

As pharmaceutical companies seek out growth opportunities in new areas of the world, many are turning their attention to the TMEA region that includes Turkey, the Middle East and South Africa. Organizations have learned that success in the TMEA region is contingent on having an effective local Medical Affairs group.

Best Practices, LLC conducted this research to help Medical Affairs leaders better understand what it takes to create and maintain an effective Medical Affairs group in less understood regions such as TMEA. This study examines field medical team staffing and performance in this region, touching on issues that include responsibilities, compliance, and virtual interactions.

KEY TOPICS

• Study Overview
• Key Findings & Trends
• Field Based Staffing, Responsibilities, and Compliance
• Field Based Staff and Measuring Performance and Virtual Interactions

SAMPLE KEY METRICS

• Who do your field-based MSLs report to?
• What are the average number of direct reports per MSL manager?
• How many MSLs do you have in your country?
• What product launch activities do your country-level Medical Affairs team take part in?
• What is your MSLs' monthly goal vs. actual number of interactions
• What are the standard MSL responsibilities in your country
• What platform do you use for documenting interactions with HCPs
• What are your requirements for documenting interactions with HCPs
• How often are compliance checks conducted?
• Who is monitoring and evaluating the compliance information
• How do you address non-compliance?
• What metrics are used to track the performance of your MSLs?
• Are your MSLs using virtual platforms to interact with opinion leaders?

SAMPLE KEY FINDINGS

• MSLs in TMEA Favour Face-to-Face Interactions; Virtual Meetings Forecast to Grow: On average, MSLs in the TMEA region have 34 monthly face-to-face interactions and 10 monthly virtual interactions with TLs. More than half of participants (55%) use virtual platforms (excluding email) to interact with thought leaders; the most-used platform is WebEx. However, the companies using virtual platforms for MSL interactions said that channel accounts for less than 10% of total MSL interactions, although they said their organization plans to increase use of virtual interactions by more than 10% over the next 12 to 24 months.

METHODOLOGY

This study engaged 11 leaders with direct experience working in Medical Affairs across Turkey, Middle East and Africa.

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