Data Collection
Analysts developed the information upon which this study is based through both primary and secondary sources. Cutting Edge Information’s process for collecting and analyzing information encompasses two distinct tools: quantitative surveys and qualitative interviews. Both tools are necessary for understanding not only the hard metrics included in this study, but also the reasoning behind the metrics. Cutting Edge Information aims to answer why some companies spend more than others.

Analysts began developing the quantitative survey tool by working closely with pharmaceutical industry executives. These executives proved to be invaluable resources, guiding the survey design team to ask more specific questions than in Cutting Edge Information’s 2006 survey on thought leader fair-market value. By taking the initial survey from the 2006 study, analysts were able to build upon its solid foundation and expand it to include more detailed and refined data segments.

Once the research team completed the survey design, analysts recruited participants from pharmaceutical companies, biotechnology companies and third-party providers to collect data on fair-market compensation. The research team collected the fair-market value benchmarks, as well as all survey data, through primary research with front-line thought leader development experts. All together, Cutting Edge Information collected and analyzed fair-market value benchmarks from more than 500 data sets, including data from more than 40 pharmaceutical and biotechnology companies of all sizes, as well as third-party vendors. The data sets included in the appendix in this report encompass 20 therapeutic areas. Study participants included vice presidents and directors of medical affairs, product directors and managers, marketing consultants, thought leader development managers and MSL team leaders.

Once participants submitted a survey, analysts used qualitative interviews to uncover more detailed information. Cutting Edge Information used the telephone interviews with pharmaceutical executives to understand compliance challenges in the current regulatory environment. Not all participants submitted to telephone interviews. However, Cutting Edge Information gathered enough information from its completed interviews to properly interpret the data. In return for these parties’ contributions, Cutting Edge Information distributed the study results to all participants. Secondary research focused on public information related to specific companies and OIG guidelines. (more sample practices can be found by downloading the Free Report Summary)

Company Blinding
To ensure that Cutting Edge Information protects the identities and privacy of all study participants, this research does not name the companies or products it examines, nor does it link specific companies with therapeutic areas. Company blinding is a critical device that allows survey respondents to comfortably provide accurate data for studies such as this one.