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Products & Services Medical Affairs Field Medical Excellence

Oncology MSL Team Excellence: Benchmarking Staffing, Roles, Recruitment, Development, Retention, and Field Success

ID: POP-366


Features:

24 Info Graphics

24 Data Graphics

290+ Metrics

72 Narratives


Pages: 55


Published: 2023


Delivery Format: Shipped


 

License Options:


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919-403-0251

  • STUDY OVERVIEW
  • BENCHMARK CLASS
  • STUDY SNAPSHOT
  • KEY FINDINGS
  • VIEW TOC AND LIST OF EXHIBITS
With the ever-expanding landscape of cancer treatments and the increasing importance of personalized medicine, Oncology field medical teams are tasked with fostering strong relationships with Key Opinion Leaders (KOLs) and Healthcare Professionals (HCPs).

In a changing engagement model, Oncology field medical leaders must meticulously align their roles, expectations, and performance to optimally support stakeholders, fulfill critical needs, and deliver unparalleled value.

Best Practices, LLC conducted benchmarking research to identify and analyze current and emerging trends in the management of Oncology field medical teams, particularly in the context of virtual and hybrid Medical Science Liaisons (MSLs). This research provides valuable insights for Oncology field medical leaders, enabling them to enhance MSL retention rates, design competitive compensation packages, optimize staffing levels, develop effective engagement strategies, ensure access to critical external experts, and establish quantifiable metrics to gauge field performance and impact.

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


Companies Profiled:
AstraZeneca; Astellas; Bayer; Clovis Oncology; Eisai; Eli Lilly and Company; EMD Serono; GE Healthcare; Genentech; Ipsen; Kyowa Kirin; MacroGenics; Merck; Merus; Novartis; Pfizer; Rain Oncology; Roche; Servier; Takeda Pharmaceuticals

Study Snapshot

Best Practices, LLC engaged Field Medical leaders from 20 top Oncology manufacturers in this research through a benchmark survey. Deep-dive interviews were also conducted with field medical leaders to capture additional insights.

Key topics covered in this report include:

  • Oncology Staffing Levels: Traditional MSLs vs. Hybrid MSLs
  • Drivers of Oncology Field Team Evolution
  • Medical vs. Commercial Field Resourcing
  • Effective Recruitment in Oncology Segment: Factors and Tactics
  • MSL Training Areas in Oncology Segment
  • MSL Salary Levels and Trends in Oncology Segment
  • Effective Perks and Retention Strategies in Oncology Therapeutic Area
  • 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.

  • Proactive outreach and product-specific discussion: On average, hybrid MSLs initiate 56% of KOL interactions, proactively discussing products in 62% of these interactions. This equates to a baseline “Proactive Product” outreach index of 35% of all interactions, or 5.2 F2F and 4.2 virtual Proactive Product engagements per MSL per month.
Table of Contents

Sr. No.
Topic
Slide No.
I.
Executive SummaryPg. 3-17
II.
Evolving Field Team Roles, Staffing & EngagementPg. 18-28
III.
Recruiting & Retaining MSLsPg. 29-42
IV.
Field Medical KPIsPg. 43-54
V.
About Best Practices, LLCPg. 55

    List of Charts & Exhibits

    I. Executive Summary

    • Project background
    • Key study definitions
    • Benchmark study partners - Oncology segment
    • Key takeaways for Oncology manufacturers
    • Oncology executive field performance dashboard
    • Full data summary
    • Field-based vs. hybrid MSLs - Oncology segment
    • Effective recruitment and retention principles in oncology segment

    II. Evolving Field Team Roles, Staffing & Engagement

    • Prevalence of Oncology 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 Oncology field medical groups
    • Assessing effectiveness of different MSL types in Oncology segment
    • Post-Pandemic drivers of field team evolution
    • Anticipated MSL staffing trends in Oncology segment
    • Average staffing levels for non-MSL field roles in Oncology segment
    • Key field support roles in Oncology therapeutic area
    • Sales rep-to-MSL ratio in Oncology therapeutic area

    III. Recruiting & Retaining MSLs

    • Overall YoY attrition rate among Oncology MSLs
    • Successful Oncology MSL recruitment factors
    • Effective tactics to recruit MSLs in Oncology segment
    • MSL recruitment lessons learned in Oncology segment
    • MSL training for essential field skills in Oncology therapeutic area
    • Average Oncology MSL salary levels
    • Drivers of MSL compensation
    • Anticipated MSL salary trends
    • Defending increased field team investment
    • Effective perks in attracting new MSLs and retaining existing staff
    • Top MSL retention strategies in Oncology segment

    IV. Field Medical KPIs

    • Top challenges faced by Oncology field teams in supporting external stakeholders
    • Post-Pandemic KOL and HCP access
    • KOL and HCP engagement preferences
    • Average KOL call list size in Oncology segment
    • Total monthly in-person and virtual meetings with KOLs
    • Proactive outreaches to KOLs in Oncology therapeutic area
    • Oncology MSL proactivity index
    • Value of F2F meetings in Oncology MSL scorecard
    • Ideal mix of F2F interactions
    • Interview narratives around top KPIs used to demonstrate field impact
    • Effective KPIs used to measure field impact