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» Products & Services » » Medical Affairs » Field Medical Excellence

The Modern Field Medical Team: Benchmarking Hybrid vs. Traditional MSL Roles, Salary, Retention, Access and Engagement Levels

ID: POP-364


Features:

25 Info Graphics

26 Data Graphics

320+ Metrics

76 Narratives


Pages: 60


Published: 2023


Delivery Format: Shipped


 

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919-403-0251

  • STUDY OVERVIEW
  • BENCHMARK CLASS
  • STUDY SNAPSHOT
  • KEY FINDINGS
  • VIEW TOC AND LIST OF EXHIBITS
As a strategic pillar within the pharma organization, field medical teams play an important role in fostering collaborative relationships with HCPs and KOLs. However, a wave of internal and external transformation is driving both upheaval and innovation in how field medical teams structure themselves, support stakeholders, and deliver value.

Best Practices, LLC undertook benchmarking research to identify current and emerging trends around managing virtual and hybrid MSLs. This study empowers field medical leaders with the insights needed to maximize MSL retention, provide competitive salaries, right-size staffing, ensure effective engagement strategies and access to key external experts, and effectively measure field performance and impact.

Video Brief:

Industries Profiled:
Pharmaceutical; Medical Device; Manufacturing; Biotech; Consumer Products; Diagnostic; Biopharmaceutical; Health Care


Companies Profiled:
Agios; Alexion Pharmaceuticals; Astellas; AstraZeneca; Baxter Healthcare; Bayer; Biogen; Bluebird Bio; Chiesi; Clovis Oncology; CSL Limited; Dompé; Eisai; Fidia Pharma USA Inc.; Fresenius Kabi; Galapagos; GE Healthcare; Horizon Therapeutics; Ipsen; Kyowa Kirin; MacroGenics; Merck; Merus; Novartis; Orchard Therapeutics; Sage Therapeutics; Servier; Supernus; Takeda Pharmaceuticals; Vertex Pharmaceuticals

Study Snapshot

Best Practices, LLC engaged 38 Field Medical and other Medical Affairs leaders from 30 biopharma organizations in this research through a benchmark survey. Deep-dive interviews were also conducted with field medical leaders at 12 organizations to capture additional insights.

Key topics covered in this report include:

  • Staffing Levels: Traditional MSLs vs. Hybrid MSLs
  • Drivers of Field Team Evolution
  • Medical vs. Commercial Field Resourcing
  • Effective Recruitment: Factors and Tactics
  • MSL Training Areas
  • MSL Salary Levels and Trends
  • Effective Perks and Retention Strategies
  • Field Challenges
  • KOL Access - Post Pandemic
  • Customer Engagement Preference
  • Proactive Outreach
  • F2F Meetings: Value and Ideal Mix

Key Findings

Select key insights uncovered from this report are noted below. Detailed findings are available in the full report.

  • Field-based vs. Hybrid MSLs: Roughly 65% of organizations make use of traditional “field-based” MSLs, while 45% use “hybrid” MSLs – but few organizations use both types in a strategically complementary manner. Since most larger manufacturers use hybrid MSLs, the vast majority of MSLs in the field today qualify as such.
  • Proactive outreach and product-specific discussion: On average, hybrid MSLs initiate 48% of KOL interactions, proactively discussing products in 53% of these interactions. This equates to a baseline “Proactive Product” outreach index of 25% of all interactions, or 4.6 F2F and 2.4 virtual Proactive Product engagements per MSL per month.

Table of Contents

Sr. No.
Topic
Slide No.
I.
Executive SummaryPg. 3-18
II.
Evolving Field Team Roles & Staffing Levels Pg. 19-29
III.
Recruiting & Retaining MSLsPg. 30-43
IV.
Field Medical KPIsPg. 44-56
V.
AppendixPg. 57-59
VI.
About Best Practices, LLCPg. 60

    List of Charts & Exhibits

    I. Executive Summary

    • Project background
    • Key study definitions
    • Benchmark study partners
    • Key takeaways
    • Executive field performance dashboard
    • Full data summary
    • Field-based vs. hybrid MSLs
    • F2F vs. virtual interactions
    • Effective recruitment and retention principles

    II. Evolving Field Team Roles & Staffing Levels

    • Prevalence of MSL types across the industry – Field-based MSLs vs. Hybrid MSLs vs. Virtual MSLs
    • Case study: Large US pharma organization pilot
    • Average staffing levels at benchmarked Field medical groups
    • Assessing effectiveness of different MSL types
    • Post-Pandemic drivers of field team evolution
    • Anticipated MSL staffing trends
    • Average staffing levels for non-MSL field roles
    • Key field support roles
    • Sales rep-to-MSL ratio

    III. Recruiting & Retaining MSLs

    • Overall YoY attrition rate among MSLs
    • Effective MSL recruitment factors
    • Successful tactics to recruit MSLs
    • MSL recruitment lessons learned
    • Most valuable MSL training areas
    • Average MSL salary levels
    • Drivers of MSL compensation
    • Anticipated MSL salary trends
    • Defending increased field team investment
    • Top perks for attracting and retaining MSL staff
    • Effective MSL retention strategies

    IV. Field Medical KPIs

    • Top challenges faced by field teams in seeking to effectively support external stakeholders
    • Post-Pandemic KOL and HCP access
    • KOL and HCP engagement preferences
    • Average KOL call list size
    • Total monthly F2F and virtual meetings with KOLs
    • Proactive outreaches to KOLs
    • MSL proactivity index
    • Interview narrative around proactive outreach
    • Value of F2F meetings
    • Ideal mix of F2F interactions
    • Interview narratives around effective KPIs used to demonstrate field impact
    • Top KPIs used to measure field impact

    V. Appendix

    • Therapeutic area represented by benchmark partners
    • Geographical area of benchmark partners