Balancing KAM Tasks: How Many Accounts Can One Key Account Manager Handle?

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

Pharma key account management (KAM) teams focus on strengthening relationships with existing client accounts and forging new ones. As an example, these teams may reach out to hospital systems to determine which products these organizations use (or would be interested in trying). Some life science teams designate specific KAM groups to handle commercial and market access account types. Others make no distinction across the different audiences that dedicated KAM teams may serve.

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Recap: Medical Affairs Launch Planning Webinar

Natalie DeMasi, medical affairs launch planning researcher
By Natalie DeMasi,
Senior Research Analyst

Medical affairs is on the front lines of a product launch.  During this crucial launch window, medical information and communication teams are responsible for raising awareness, educating stakeholders and generally laying the groundwork for the product’s success in the healthcare community.  These tasks make medical affairs launch planning a cornerstone of product success.  However, medical affairs teams are only as effective as their planning and preparation, as poor timing or a sub-par strategy can diminish their impact. 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


Where in the World Do MSL Teams Operate?

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

Medical science liaisons (MSLs) are the company’s messengers, spreading the word about new data to all the corners of the healthcare industry.  But just how far do those corners extend?  It goes without saying that most companies won’t invest MSL resources in regions where there are few healthcare providers (HCPs) to interact with.  However, companies are busy establishing large MSL teams in new areas with flourishing healthcare industries. Continue reading



Investigator-Initiated Trial Budget Changes for the Coming New Year

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

Investigator-initiated trials (IITs) are one of the pillars of company-thought leader interactions and trust-building.  Alongside company-sponsored Phase 4 studies and collaborative research, IITs are an integral part of a product’s continuing research.  Plus, they foster corporate goodwill and relationships with key opinion leaders (KOLs).  As such, companies should not be stingy in resourcing investigator-initiated trial teams. Continue reading


Medical Affairs Internal Firewalls: How Far Is Too Far?

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

Compliance can be medical affairs’ worst enemy.  In fact, our new medical affairs report found that compliance and perceived overregulation were the most commonly-reported concerning trends among surveyed industry experts.  Compliance concerns include managing off-label discussions and fair market value payments to physicians.  However, internal firewalls between medical affairs teams and commercial teams can also be a point of contention at many companies. Continue reading


What Level Executive Should Lead Your Medical Science Liaison Teams?

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

Organizing medical science liaison teams can be a struggle.  At Cutting Edge Information, we have interviewed numerous MSL leaders and each interviewee’s team is unique.  Some teams focus on interteam communication worldwide, and others operate in smaller silos.  Some teams handle multiple products in one therapeutic area, and others manage one product with multiple indications.  Many teams do not even use the “medical science liaison” moniker.  Among these differences, MSL teams are also split about the title of their MSL head. Continue reading


Medical Publications Teams Begin Activities As Early As Pre-Clinical

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

Medical publications groups are the forerunners of product success.  The clinical development team spends years testing a potential product and collecting data about its efficacy and safety.  But, the medical publications team has the privilege of formulating these findings into articles and disseminating them via journals.  In fact, medical publications teams are so vital that surveyed global medical affairs teams allocate an average 14% of their budgets to medical publications. Continue reading