Abstract
Revolutionize your MSL teams to help drive bottom-line results:
In the past, medical science liaisons (MSLs) served a traditional role as
scientific support to sales. But market realities, including fewer drug
approvals and increasing regulatory demands, have led companies to put a
premium on building productive relationships with key opinion leaders and
supporting company objectives through medical education. Today, MSLs are
evolving into a more independent, highly strategic function. Innovative
companies rely heavily on MSLs' scientific expertise to support educational,
training, research and clinical initiatives. MSLs are emerging as
solutions-driven knowledge workers and as peer-level conduits to leaders in
the medical community. Through MSLs, thought leaders gain access to company
decision-makers in areas such as clinical development, medical affairs, and
marketing.
MSLs are in a pivotal position to influence corporate strategy.
Forward-thinking organizations that recognize MSLs' shift in responsibilities
and leverage the function' s scientific expertise can adapt their strategies to
measure MSL performance. They are ultimately better poised for success.
This study covers these key aspects of MSL programs:
- Structure, Budgets and Staffing: This section details companies'
structuring and alignment strategies, investment levels, and headcounts.
- MSL Qualifications and Performance Measurement: This section
explores the increasing educational and clinical experience required for MSL
candidates. It includes compensation data. It also examines ways in which
companies gauge MSL effectiveness and contributions to company goals.
- Field Force Strategies and Communication: This section outlines MSL
activities and responsibilities. It also examines the connections between
sales forces and MSLs in the new compliance environment and provides
recommendations for integrated communications between those groups.
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