Findings show how medical science liaisons establish prioritized activity lists, track key performance metrics and implement cross-team communication to support activities across functions. Input from medical executives outlines how organizations hire MSLs based on a mixture of experience, knowledge, passion and ambition — and how they compensate them based on a range of factors. All findings pivot around the key challenges inherent in building relationships with KOLs and other client stakeholders throughout the medical community.
- 5 chapters + an Executive Summary
- 247 pages
- 500+ metrics
- 200+ charts and graphics (PowerPoint slides also available)
Data have been split by geography:
- European Union
- Latin America
The report also includes data from MSL teams in specific countries:
- United States
- United Kingdom
- South Korea
Data have also been split by company size:
- Top 10
- Top 25
- Top 50
Lastly, you can read through data organized by therapeutic area:
- Infectious Disease/Virology
- Psychiatry/Mental Health
- Respiratory/Pulmonary Diseases
Report highlights include:
- Benchmarks showing the number of MSL key performance indicators (KPIs) tracked per month.
- Data measuring the usefulness and prevalence of 11 important KPIs.
- Metrics showing the number of KOL relationships per MSL — a critical KPI — for 15 therapeutic areas.
- Benchmarks detailing the length of KOL-MSL interactions via common communication channels (face-to-face, telephone and video chat).
- Benchmarks, diagrams and case studies examining MSL team structures and reporting relationships.
- Charts showing prevalence of MSL teams across regions and rankings of factors influencing MSL staffing levels.
- Metrics showing the number of MSL teams and headcounts for four key regions and six therapeutic areas.
- Data showing MSL educational/professional qualifications and executives’ strategies for motivating and retaining MSLs.
- Strategic recommendations on outsourcing MSLs — a growing trend — from pharmaceutical leaders and resourcing experts, including how to avoid common pitfalls.
- Data showing salary ranges and averages for MSLs across regions and for different levels of experience.
- Rankings of factors that influence MSL budget levels and pharma leaders’ insights on improving budget approval rates.
- MSL activity breakdowns into four categories — core, secondary, occasional and rare — for 16 key responsibilities, enabling teams to prioritize workloads.
Top Reasons to Buy This Medical Science Liaisons Report
Learn how top pharma companies demonstrate medical science liaisons’ value: MSL teams still struggle to prove value to upper management. While team leaders may prefer qualitative descriptions of their MSLs’ activities, quantitative metrics are still the focus for many senior-level executives. This report provides key performance indicators that MSL managers use to communicate their teams’ impact.
Right-size your MSL teams and strengthen cross-team communication: Use the benchmarks in this study to improve your MSL team organization and territory sizing models. Our report includes detailed staffing breakdowns for therapeutic areas and countries. By improving structure, companies can also enhance scientific expertise and facilitate cross-team communication. Communication among different medical science liaisons is essential for MSLs to share best practices and overcome challenges.
Guide your MSL hiring and compensation policies to attract and keep the best talent: Companies typically hire medical science liaisons based on a mixture of experience, knowledge and ambition. For many surveyed teams, however, passion for the medical field is the differentiating factor between otherwise equally skilled candidates. To attract top talent, companies need to not only offer challenging positions aligned with MSL experience, but also compensate liaisons accordingly. This study includes best practices for hiring and compensating medical sciene liaisons, including salary benchmarks for liaisons with 0, 2 or 5+ years of industry experience.
Excerpt from Capture and Communicate the Full Value of Medical Science Liaisons
The life of a medical science liaison (MSL) is a busy one filled with meetings,
presentations, congresses, training sessions, and of course, travel. Depending on the region and therapeutic area supported, an MSL must maintain anywhere from 20 up to 100 KOL relationships. They perform an average of 16 activities in support of investigational products and an additional 18 activities in support of marketed products.
Despite their heavy workloads, universally, MSL teams struggle to prove their value to executives outside the medical affairs function. Because many commercial executives think of value in black-and-white terms, the most popular approach is to submit a regular report of trackable metrics. It is not uncommon to see MSL managers tracking 10 or more key performance indicators (KPIs). Since 2012, when Cutting Edge Information last collected benchmarks on MSL management, MSL teams in the US are regularly tracking twice as many KPIs as they had and European teams are tracking 60% more metrics.
Examples of companies that have participated in this study: