As companies compete for the attention of physicians, key opinion leaders (KOLs) and thought leaders, they turn to medical science liaisons (MSLs) to build and strengthen KOL relationships. As regulations and guidelines continue to restrict relationships between pharmaceutical companies and physicians, finding the right way to build and maintain relationships can have a dramatic impact on company success. This research, which presents 2011 data versus 2009 on the same questions, uncovers the optimal size, mix and service frequencies of these elite medical specialist groups in an effort to build strong, productive relationships. Medical leaders can use this study to compare their MSL staffing, call levels and resource strategies with those of leading organizations.
Sample Key Finding
Determining Liaison Field-force Size: Multiple drivers determine the deployment of MSLs into the field. Three-fourths of the benchmark partners use geographic concentration of KOLs to organize their specialists. The number of MSLs deployed depends on factors such as ratio of MSLs to KOLs, product lifecycle plans and sales force distribution. Almost half do not consider a ratio of MSLs to sales representatives or therapeutic franchise revenue as important factors in deploying their MSLs.