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Products & Services Medical Affairs Medical Science Liaison

Leveraging Medical Science Liaisons (MSLs) to build strong Key Opinion Leader Relationships

ID: 5051


Features:

4 Info Graphics

16 Data Graphics

215+ Metrics

3 Narratives


Pages/Slides: 78


Published: Pre-2014


Delivery Format: Online PDF Document


 

License Options:
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Single User: Authorizes use by the person who places the order or for whom the order was placed.

Sitewide: Authorizes use of the report for a geographic site. All people at site can view the report for a year and copies can be printed.

Corporate: Authorizes use for the entire company for a year and copies can be printed. No limitations for usage inside the company.




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  • STUDY OVERVIEW
  • BENCHMARK CLASS
  • STUDY SNAPSHOT
  • KEY FINDINGS
  • SPECIAL OFFER
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.

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


Companies Profiled:
Abbott Labs; Vertex Pharmaceuticals; Amgen; Astellas; AstraZeneca; Baxter Healthcare; Boehringer Ingelheim; Celgene; Cubist Pharmaceuticals; Eisai; Genentech; GlaxoSmithKline; Ipsen; Laboratories Esteve; Merz Pharma; Mitsubishi Tanabe Pharma America; Merck Sharp & Dohme; Novartis; Shire; Takeda; Teva (branded); ViroPharma Inc; ViiV Healthcare

Study Snapshot

This research was based on benchmark survey data and executive interviews involving 27 leaders from 24 pharmaceutical, biotechnology, medical devices and other industries requiring high-performing sales personnel.

Key topics include:

  • Pre-Launch Service Activities
  • Post-Launch Service Activities
  • Drivers of Group Size & Focus
  • Structuring & Aligning Field-Based Liaisons With Sales Organizations
  • Optimal Call Frequencies and Service Levels with Thought Leaders
  • Managing, Shifting & Forecasting Resources
  • Value Associated with MSLs

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.

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.