MSL Metrics Research

SKIP TO: MSL METRICS [2007 EDITION]

PHARMACEUTICAL EXECUTIVE’S PRIMER TO MSL METRICS

A Classic Primer that All MSL Directors Should Read and Own.

PREVIEW
INTRODUCTION 3
10 FUNDAMENTAL QUESTIONS 4
QUESTION#1 UNMET NEED 6
QUESTION#2 COST TO REPRODUCE 8
QUESTION#3 MSL-SALES ENGAGEMENT 10
QUESTION #4 INTERNAL STAKEHOLDER AWARENESS 12
QUESTION#5 FIELD-MEDICAL LEADERSHIP 14
QUESTIONS#6-10 INTERNAL STAKEHOLDER DYNAMICS 16
4 ORIGINS OF THE METRICS PROBLEM 19
METRICS PROBLEM: DEFINITION 21
METRICS PROBLEM: ROLE 24
METRICS PROBLEM: FUNCTION 26
METRICS PROBLEM: OUTPUT 28
3 METRICS CATEGORIES 30
METRICS CATEGORY: QUANTITATIVE 31
METRICS CATEGORY: QUALITATIVE 33
METRICS CATEGORY: OUTCOMES/EVIDENCE 34
METRICS PERCEPTION 36
METRICS PERCEPTION 37
5 SPECIFIC METRICS SCENARIOS 38
METRICS: SCALING / RANKING 39
METRICS: SATISFACTION SCORES 40
METRICS: COUNTING INFORMATION 41
METRICS: SURROGATES 42
METRICS: REACH & FREQUENCY 43
“IDEAL” MSL METRICS 45
IDEAL MSL METRICS: LEGAL 46
IDEAL MSL METRICS: DEFENSIBLE 48
SUSTAINABLE, PRODUCTIVE, APPROPRIATE 49
WHERE IDEAL MSL METRICS ARE FOUND 51
A BUSINESS OF FUTURE POTENTIAL 52
ABOUT 53
[Note: this MSL metrics guide is available in print. Future digital editions may become available for iPad via our publisher.]

MSL METRICS [2007 EDITION]

A synthesis of 5 years of MSL Institute’s MSL metrics research. MSL Institute’s metrics research goes beyond regurgitating data and graphs: this original research report provides you with the key insights you need to critically think about the type of metrics that make sense for your organization.

TABLE OF CONTENTS
EXECUTIVE SUMMARY
Scientific Alignment of Medical Science Liaison Programs in Response to Compliance Concerns
Quantitative Metrics Maintain Strong Presence in Portraying Field-Medical Program Value
Medical Science Liaison Role: High Stakes in Supporting Internal Stakeholders
Medical Science Liaisons’ Ambivalence and Resistance toward Quantitative Metrics
Additional Trends and Key Findings from Industry Medical Science Liaison Metrics Survey
INTRODUCTION
Industry Medical Science Liaison Metrics Survey
Participating Companies
Disclosure Policy
Company Types
CHAPTER 1 MEDICAL SCIENCE LIAISON PROGRAM STRUCTURE AND SIZE
Medical Science Liaison Program Organization
Unique Identity for Field Medical Science Liaisons
Assurance of Compliance of Field Medical Activities
Year 2004 Medical Science Liaison Metrics Survey
Year 2005 Medical Science Liaison Metrics Survey
Year 2007 Medical Science Liaison Metrics Survey
Medical Science Liaison Program Funding
Compliance Considerations in Funding Medical Science Liaison Programs
FDA View on the Field Medical Role
Medical Science Liaison Program Size
Medical Science Liaison Program Headcount
Factors Influencing Medical Science Liaison Team Headcount
Definition of Key Opinion Leader or Thought Leader
Available Resources for Developing Key Opinion Leaders
Key Opinion Leader Development Activities
Medical Science Liaison Work-Life Balance Issues
CHAPTER 2 PROFILE OF THE MEDICAL SCIENCE LIAISON TEAM
Staffing the Medical Science Liaison Team
Preference for Medical Science Liaisons with Doctorate-Degrees
Quality Interaction Time
Thought Leader Access
Scientific Breadth and Depth
Medical Science Liaisons’ Clinical Experience
Perception of Better Scientific Value
Perception of Compliance
Experience Counts for Medical Science Liaisons without Doctorate-Degrees
Medical Science Liaison Compensation
Outsourcing the Medical Science Liaison Function
CHAPTER 3 FIELD-MEDICAL CROSS-FUNCTIONAL INTERACTIONS
A Question of Teamwork and Compliance
Contention and Competition
Effects of Compliance Guidance
Cross-Functional Partitioning
Medical Science Liaison Program Cross-Functional Interactions
Level of Field-Medical Involvement in Product Development
How Companies Allocate Level of Medical Science Liaison Involvement
Time Allocation of Field Medical Activities
CHAPTER 4 MEDICAL SCIENCE LIAISON PROGRAM METRICS AND VALUE
Communicating Medical Science Liaison Program Value
Frequency of Communicating Medical Science Liaison Field Activities
How do Medical Science Liaison Programs Demonstrate Value?
Quantitative Metrics of MSL Program Value
Criticisms of Reach and Frequency Metrics
Potential Areas of Compliance Concern with Quantitative Metrics of Medical Science Liaison Program Value
Qualitative Metrics of Medical Science Liaison Program Value
Thought Leader Surveys
Peer Reviews or Feedback
Outcomes-Based Metrics: Combining Qualitative and Quantitative Measures of MSL Program Value
CHAPTER 5 JUSTIFYING MEDICAL SCIENCE LIAISON HEADCOUNT
Issues in Justifying Medical Science Liaison Headcount
CHAPTER 6 MEDICAL SCIENCE LIAISON OBJECTIVES AND PERFORMANCE
Bridging the Medical Science Liaison Role with Field-Medical Program Value
Individual Medical Science Liaison Performance Indicators
Reach and Frequency Metrics Remain a Staple of Individual Medical Science Liaison Performance Indicator
Reach and Frequency Expectations at Seven Medical Science Liaison Program
CHAPTER 7 MEDICAL SCIENCE LIAISONS PERCEPTION OF METRICS
Medical Science Liaison Program Metrics Also Require Medical Science Liaison Team Buy-In

LIST OF FIGURES AND TABLES
Figure 1-1. Reporting Structure of United States (U.S.) Field-Medical Programs.
Figure 1-2. Funding Source of United States (U.S.) Field-Medical Programs.
Figure 1-3. Number of Field-Medical Teams in a Pharmaceutical Organization.
Table 1-1. Medical Science Liaison Headcount in Medical Science Liaison Teams.
Figure 2-1. Percent Medical Science Liaisons who hold doctorate degrees at 7 companies representative of Big Pharma, Specialty Pharma, Mid-sized Pharma, Big Biotech, and Start-up Biotech.
Figure 2-2. Experience of Medical Science Liaison Teams at 7 Companies representative of Big Pharma, Specialty Pharma, Mid-sized Pharma, Big Biotech, and Start-up Biotech.
Figure 2-3. Medical Science Liaison Compensation at 7 Companies representative of Big Pharma, Specialty Pharma, Mid-sized Pharma, Big Biotech, and Start-up Biotech.
Table 3-1. Medical Science Liaison Cross-Functional Interactions.
Table 3-2. Company O’s Allocation of MSL Involvement in Clinical Development
Table 3-3. Company J’s Allocation of MSL Involvement in Clinical Development
Table 3-4. Company D’s Allocation of MSL Involvement in Clinical Development
Table 3-5. Company R’s Allocation of MSL Involvement in Clinical Development
Table 3-6. Company Q’s Allocation of MSL Involvement in Clinical Development
Table 3-7. Company N’s Allocation of MSL Involvement in Clinical Development
Table 3-8. Scope of Medical Science Liaison Involvement in Clinical Development.
Figure 3-1. Company D’s Field-Medical Activities.
Figure 3-2. Company N’s Field-Medical Activities.
Figure 3-3. Company O’s Field-Medical Activities.
Figure 3-4. Company P’s Field-Medical Activities.
Figure 3-5. Company Q’s Field-Medical Activities.
Figure 3-6. Company R’s Field-Medical Activities.
Figure 3-7. Company J’s Field-Medical Activities.
Figure 4-1. Executive Communication Frequency. Multiple answers allowed.
Figure 4-2. Management Frequency of Accessing Team Activity Updates.
Figure 4-3. Communicating Medical Science Liaison Program Value; 79 Citations of Value Collected Across 18 Companies. Multiple Answers Allowed.
Table 4-1. Quantitative Citations of MSL Program Value.
Table 4-2. Qualitative Citations of MSL Program Value.
Table 4-3. Quantitative + Qualitative Citations of MSL Program Value.
Figure 5-1. Justification for Increasing Field-Medical Headcount; 24 Citations of Justification Collected Across 12 Companies.
Table 5-1. How Companies Justified MSL Headcount
Figure 6-1. Categories of Annual Objectives for Individual Medical Science Liaisons; 62 Citations of MSL Objectives Collected Across 13 Companies.
Table 6-1. Examples of Categories of Annual Objectives for Individual Medical Science Liaisons.
Figure 6-2. Individual Medical Science Liaison Performance Indicators as a Function of 37 Citations of Individual Performance Indicators Collected Across 13 Companies.
Table 6-2. Category Examples of Individual Medical Science Liaison Performance Indicators as a Function of 37 Citations of Individual Performance Indicators Collected Across 13 Companies.
Table 6-3. Reach and Frequency Expectations at Representative “Big Pharma”, “Specialty Pharma”, “Mid-sized Pharma”, “Big Biotech”, and “Start-up Biotech” Companies.
Figure 7-1. Medical Science Liaisons’ Perception of Their Program Metrics as a Reflection of True Program Value. Multiple Answers Allowed.
Figure 7-2. Medical Science Liaisons’ Perception of Metrics at Their Companies; 16 Citations of MSLs’ Metrics Perception Collected Across 13 Companies.

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