Strategies for Developing Strong Field-Based Medical Teams in Cardiovascular and Diabetes

STUDY OVERVIEW

KEY TOPICS

1. Field-Based Medical Team Activities

• Actual time spent on key activities vs. expected time allocation
• Demonstrating value to key stakeholders
• Key performance indicators
• Visit frequency for building and maintaining thought leader relationships

• Span of control and headcount
• Reasons behind change in headcount

• Training standardization vs customization
• Format and frequency

KEY METRICS

• How many hours do your MSLs spend on the listed activities per week?
• How would you rate the value associated with the listed field-based medical team responsibilities?
• What is the effectiveness of listed qualitative and quantitative metrics in measuring the success of field-based medical teams?
• What level of face-to-face visits from field-based medical team members do you expect in order to maintain old and develop new relationships with national and regional-level thought leaders (per year)?
• Please provide the number of FTEs in your field-based medical team organization for each of the mentioned employee types
• Please evaluate the importance of key factors that would cause you to increase the number of MSLs
• Please evaluate the importance of key factors that would cause you to decrease the number of HOLs
• Do you use a form of standardized training for all FBMT members regardless of region or therapeutic areas?
• Do you provide customized training for any of the listed factors?
• What is the frequency of MSL training on the listed areas?
• How much time does your field-based medical team organization dedicate on training per year for the listed areas?

SAMPLE KEY FINDINGS

• Value vs. Time Spent on Activities: There are areas that MSL and HOL teams should consider spending more time on because of the associated high value.

• HOL teams have the opportunity to increase time allocation on KOL management and congress support/attendance: While 60% of participants find these activities very valuable, HOLs spend 5hrs. / week on KOL management and 2 hrs. / week on congress support/attendance.

METHODOLOGY

Best Practices, LLC engaged 14 Medical Affairs leaders from 12 companies focused on cardiovascular and metabolic therapeutic areas through a benchmarking survey instrument. Eighty-five percent of benchmark partners serve at the Senior Director level or above.

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