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

Best Practices, LLC undertook this benchmarking research to help companies fill knowledge gaps around key CNS MSL/field-based medical team operational areas, including: productivity measures, efficiency (time spent on key external and internal activities), frequency of thought leader interactions by tier, effective communication channels, and tactics and tools for leveraging field insights across the organization. This research will also help identify key deficiencies and opportunities for overcoming challenges that are present in medical affairs organizations of various regions, such as proactive vs. reactive interactions, meeting goal time for training and interactions, and measuring overall MSL value and effectiveness.

This research provides data in several segments: All Participants (Total Benchmark Class); Global (Outside US); North America Responses; and Europe Responses.

KEY TOPICS

• Duration and frequency of MSL and HOL interactions
• The degree of proactive vs. reactive interactions
• Time spent on internal and external activities
• Processes and tools used to leverage local field knowledge globally

• What is your MSLs / HOLs average time spent in each face-to-face thought leader interaction / payer interaction?
• How frequently do your MSLs interact with each kind of thought leader on average?
• How frequently do your HOLs interact with payers on average?
• What percentage of your MSLs’ thought leader interactions are proactive and what percentage are reactive?
• How often do your field MSLs conduct the listed proactive and reactive activities?
• How often do you file 2253 and send materials to OPDP (FDA) before starting to use a scientific piece?
• Approximately how much time do your MSLs spend on average on the listed external and internal activities each week – and what is the ideal amount of time to be spent on each activity per week?
• Which of the listed processes and tools are most effective for leveraging insights across the organization?

• Effective tools used to leverage local field knowledge globally: Automating insight generation is being embraced equally by both the U.S. and European affiliates, though full automation appears challenging. Two-third of respondents in the U.S. and EU5 reported their insight analysis is fully automated. The ability to input, generate and access insights through some degree of automation could potentially aid MSLs in those markets perform other tasks more efficiently.

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