Benchmarking Field Medical & Field Outcomes and Pricing KOL Engagement Strategies

Industries Profiled:
Biopharmaceutical; Pharmaceutical; Biotech; Medical Device; Health Care; Clinical Research; Laboratories


Companies Profiled:
Avanir; Boehringer Ingelheim; Galderma; GlaxoSmithKline ; Janssen; Medtronic; Merck; QuintilesIMS; Roche; Sanofi; Sunovion; Takeda Pharmaceuticals; Tide Pharmaceutical Company; UCB Pharma; ViiV Healthcare

Study Snapshot

Best Practices, LLC engaged 17 leaders with direct experience working with field medical and field outcomes and pricing teams from 15 leading bio-pharmaceutical companies through a benchmarking survey instrument. More than half of the benchmark class are at the level of director or above.

Key Findings

• About a Quarter of Field Interactions are Conducted Virtually: Close to 15% of the benchmark class conducts one to one field engagement virtually. About 12% of the benchmark class conducts one to many (remote presentation) engagement virtually with the field teams.
• Field Medical Team Presence Tapers Three Years Post Launch: Field medical teams are first deployed at the End of Phase II at 38% of the participating companies, while their presence peaks during the launch year within 36% of the benchmark class. The presence of field medical teams tapers three years post launch at 64% of the participating companies.

I.	Executive Summary	pgs. 3-8
	Research Overview	pg. 3
	Participating Companies	pg. 4
	Overview of Findings	pg. 5
	Key Findings	pgs. 6-8
II.	In-Person vs. Virtual HCP Engagement	pgs. 9-11
III.	Structure and Leadership	pgs. 12-21
IV.	Activity Levels and Product Coverage	pgs. 22-35
V.	About Best Practices, LLC	pgs. 36-37

• Proportion of Field Interactions Conducted Virtually
• Satisfaction/Impact Levels when Using Technology vs. In-Person Meetings
• Field Medical Team Deployment during Each Phase
• Are Strategic Goals Driver of Time and Volume of MSL deployment?
• Field Medical Team Reporting Relationship in North America, Europe, APAC and Emerging Markets
• Do you have a Separate Field Outcomes & Pricing Group or is it Rolled into Field Medical Responsibilities?
• Do you have an Established Weekly, Monthly, Quarterly or Annual MSL Thought Leader Engagement Activity Level?
• Size of Medical Expert / Opinion Leader Panel with Which High Performing Field Medical Staff Regularly Engage (On a Per Employee Basis)
• Number of Products Currently in the Market Actively Supported per Field Medical Employee
• Number of Products in the Development Pipeline Actively Supported per Field Medical Employee
• Field Medical Therapeutic Area Coverage
• Whether Form 2253 is Filed for Proactive Resources Used by MSL Team?