The New Age-Old Question: How to Prove Medical Science Liaison Value?

Natalie DeMasi, clinical development and medical affairs researcher
By Natalie DeMasi,
Senior Research Analyst

It’s a common question at conferences, business meetings and even on social media: What key performance indicators (KPIs) should medical science liaisons (MSLs) track to prove value?  When I ask medical affairs executives this question, I get a variety of answers, but they usually begin in the same way – with a sigh and “that’s a good question.”  Through all of this muddle, however, some MSL teams have devised satisfactory methods to prove their worth to upper management. Continue reading


The Heightened Ease of Mobile Accessibility Creates a New Era for REMS

Sarah Ray, regulatory affairs and safety researcher
By Sarah Ray,
Senior Research Analyst

As part of its 2013 drug safety research, Cutting Edge Information explored the advantages of internally-leveraged mobile applications.  At the time, one senior vice president described her company’s foray into mobile drug safety development.  To support drug safety activities, the business technology team at her small pharmaceutical company teamed up with an outside vendor.  Together, these groups developed a drug safety application that allows field forces—including sales teams and medical science liaisons (MSLs)—to transmit adverse events to the organization’s drug safety teams.  Continue reading


Recap: Medical Affairs Launch Planning Webinar

Natalie DeMasi, clinical development and medical affairs researcher
By Natalie DeMasi,
Senior Research Analyst

Medical affairs is on the front lines of a product launch.  During this crucial launch window, medical affairs is responsible for raising awareness, educating stakeholders and all-around readying the healthcare community.  These tasks make medical affairs a cornerstone of product success.  However, medical affairs teams are only as effective as their product launch plan, as poor timing or a sub-par strategy can diminish their impact. Continue reading


Create Pharmaceutical Commercial Boards to Meet Developing Brand Needs

Victoria Cavicchi, pharmaceutical social media researcher
By Victoria Cavicchi,
Senior Research Analyst

Launching and commercializing new pharmaceutical products is a complex process.  A successful launch requires input from experts across the organization, as well as meticulous timing and coordination of activities.  “Just about every function at one point or another is going to be involved in the brand launch,” explained one interviewed associate director of new products. To combine an array of expertise, pharma companies develop commercial boards to support their emerging products.  However, these teams must evolve over time to match growing brand needs. Continue reading



Taking Mobile Health Applications One Step Further with Smart Shoe Wearables and More

Sarah Ray, regulatory affairs and safety researcher
By Sarah Ray,
Senior Research Analyst

As part of its research into life science teams’ digital marketing practices, Cutting Edge Information has studied the development and uptake of mobile platforms.  Cutting Edge Information’s previous pharmaceutical digital marketing report delves into how corporate and brand teams alike develop mobile applications—combined with how targeted physician and patient audiences use them. Examples of the types of mobile applications that life science organizations develop range from those that are effectively lifestyle trackers to applications that function as medical devices.  Continue reading



MSL Selection: Expertise, Knowledge and A Certain Je Ne Sais Quoi

Sarah Ray, regulatory affairs and safety researcher
By Sarah Ray,
Senior Research Analyst

Medical science liaisons (MSLs) are often a key ingredient of life science teams’ medical strategy.  For some teams, the MSL hiring process can be arduous as companies focus on qualifications that they believe will make prospective MSLs successful at their organization.  To help them recruit and retain well-suited MSL candidates, companies may look to individuals that balance expertise with enthusiasm. Continue reading


Shape Up Your Key Account Management Team Engagement Strategies

Victoria Cavicchi, pharmaceutical social media researcher
By Victoria Cavicchi,
Senior Research Analyst

The role of pharma key account management (KAM) is growing.  Throughout the life sciences industry, KAMs act as the voice of the company for major commercial accounts – including physician networks, hospital systems and even payer organizations.  Because a large part of the key account management team role is working directly with these accounts, KAMs may also need to coordinate their visits and discussion topics with other outward-facing teams across the organizations.  In fact, many companies would prefer that KAMs act in a strategic role to shape the organization’s account communication. Continue reading