The Toolkit for Diabetes MSL Programs (PH130)

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Published 2009
102 Pages
250+ Metrics
70+ Charts and Diagrams

Overview Companies Metrics Excerpts

Build a world-class diabetes medical science liaison (MSL) program
Today's MSLs are key strategic drivers for diabetes products' and overall company success. Currently, approximately 246 million people worldwide have diabetes; this number is expected to increase to 380 million by 2025, according to the International Diabetes Foundation. Such staggering figures solidify diabetes' position as a primary therapeutic area. They also indicate the value of medical science liaisons who are building relationships within the diabetes medical community.
Perhaps your company plans to enter a new market or maybe your diabetes MSL team needs an upgrade. In either case, The Toolkit for Diabetes MSL Programs provides clear, easy-to-access guidance on all aspects of diabetes MSL program management - including MSL responsibilities and activities. The research focuses on these core areas:
- MSL structure and staffing
- MSL budgets
- MSL responsibilities and activities metrics
- KOL relationships and segmentation criteria
- MSL qualifications and experience levels
- KOL compensation
CEI has integrated its leading research in MSLs and thought leader management with a growing expertise in the diabetes therapeutic areas to create a highly customized, data-driven report. You won't find this information anywhere else! Use The Toolkit for Diabetes MSL Programs to strengthen your diabetes MSL team's structure and operations.
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Companies Included in Medical Liaison Diabetes Programs Research
- Amgen
- Bayer Schering
- Bristol-Myers Squibb
- Eli Lilly
- Merck & Co.
- Novartis
- Novo Nordisk
- Pfizer
- Sanofi-Aventis
- Takeda
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Medical Liaison Diabetes Programs Metrics
Chapter 1: Structures and Staffing
- Average age of formal programs
- Total MSL FTEs - companywide
- Number of MSLs per diabetes program team
- MSL programs' organizational structures
- MSL team alignment
- Executive oversight of MSL programs
- MSL department reporting relationships
Chapter 2: MSL Responsibilities, MSL Functions and Communications
- MSL teams' involvement in the product lifecycle
- Number of sales representatives per company
- Ratio of sales representatives to MSLs per company
- Number of brands supported per each MSL
- Frequency of MSL communications via e-mail, face-to-face visits and telephone.
- MSLs' time dedicated to:
Chapter 3: Targeting Diabetes Opinion Leader Segments
- Number of KOL Relationships per MSL
- Percentage of KOL relationships - for specialists, primary care providers, and allied health professionals
- Opinion leader selection factors
- Segmentation criteria for the endocrinology therapeutic area
- Profiles for thought leaders in Tiers 1 through 5
- Minimum and maximum consulting hourly rates for Type 1 and Type 2 diabetes thought leaders - broken down by company size and by provider category
- Average speaker fees for Type 1 and Type 2 diabetes thought leaders - broken down by company size and provider category
- Average advisory panel fees for Type 1 and Type 2 diabetes thought leaders - broken down by company size and by provider category
- Average author fees for Type 1 and Type 2 diabetes thought leaders - broken down by company size and by provider category
Chapter 4: MSL Background and Credentials
- Preferred education levels of MSLs who work with primary-care physician KOL
- Preferred education levels of MSLs who work with endocrinology KOLs
- Average MSL years of experience
- Entry-level salary for MSLs who work with PCP KOLs
- Entry-level salary MSLs who work with endocrinology KOLs
- Criteria used to establish size of MSL teams
Chapter 5: Other Key Metrics
- Total MSL budgets by company
- MSL budgets by company - US only
- MSL budget distribution - US versus Rest of World
- MSL budgets by company - Rest of World only
- Percentage of companies with an MSL program outside of the US
- Budget contribution per department
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Medical Liaison Diabetes Programs Report Sample
The following is an excerpt from Chapter 2 "MSL Functions and Communications."
Encourage Communication with Sales Forces on a Scientific Basis
Sales forces and MSL teams naturally share physician relationships. Therefore, pharmaceutical companies are not shying away from developing communication systems and protocols between MSLs and salespeople in the field. For regulatory and compliance reasons, many companies are hesitant to encourage promotional discussions between sales forces and MSL teams. The key to encouraging communication between these two functions, according to interviewed executives, is to base the conversations on science.
There are routine communications between MSLs and salespeople at Company A. Most of the conversations address a scientific issue that a salesperson cannot manage on his or her own. In such a situation, the salesperson contacts the medical liaison, who must first determine whether to address the scientific need directly with the specific physician or schedule a larger meeting with a group of physicians. As long as a scientific need exists, Company A will send a medical liaison to meet with the physician. Company A's medical liaisons are also involved in sales force training. When the company launches a new product, for example, the medical liaisons communicate the product's scientific benefits to salespeople...
The following is excerpted from Chapter 3, "Targeting Diabetes Opinion Leader Segments."
Figure 3.2 [data appear in full report] shows that all participating companies use endocrinology specialists. Three quarters of the respondents use experts and allied health professionals while only 25% use surgeons. Companies' MSLs focus most of their attention on endocrinology specialists, as represented in Figure 3.3 [data appear in full report]. Survey data shows that 46% of KOL relationships are with endocrinologists and 20% with KOLs labeled as endocrinology experts. Primary care physicians account for an average of 12% of KOL relationships and allied health professionals account for only 8%. Three-quarters of Company C's primary care KOLs treat Type 1 and Type 2 diabetes and 25% treat only Type 1 diabetes....
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