Establishing APAC Standards for Field Medical Performance Excellence

Industries Profiled:
Health Care; Pharmaceutical; Diagnostic; Biopharmaceutical; Manufacturing; Biotech; Consumer Products; Medical Device; Chemical; Clinical Research; Laboratories


Companies Profiled:
Abbott; AbbVie; Alexion Pharmaceuticals; Alkermes; Astellas; AstraZeneca; Bayer; BioMarin; Boehringer Ingelheim; Bristol-Myers Squibb; Celgene; Chiesi; Clovis Oncology; CSL Behring; Curis; Daiichi Sankyo; Dermavant Sciences; Dompé; Eisai; Eurofarma; Exact Sciences; Galapagos; GE Healthcare; Genentech; Gilead Sciences; GlaxoSmithKline ; Grünenthal; Horizon Therapeutics; Ipsen; Janssen; Jazz Pharmaceuticals; Kyowa Kirin; Lundbeck; Merck; Merck KGaA; Merus; Novartis; Novo Nordisk; OM Pharma; Orchard Therapeutics; Pfizer; Radius Health; Inc.; Sanofi; Seres Therapeutics; Servier; Sunovion; Supernus; Takeda Pharmaceuticals; Teva Pharmaceutical Industries Ltd; UCB Pharma; Ultragenyx; Vertex Pharmaceuticals

Study Snapshot

This report provides benchmarks and insights specific to the APAC region. The data from this study is drawn from a larger global pool of field leaders, featuring 448 survey responses from 100+ biopharma manufacturers worldwide. The data is meticulously segmented at the region and country level to provide nuanced insights.

Best Practices, LLC also leveraged its propriety Field Medical Excellence database to provide additional benchmarks tailored to align with diverse portfolio considerations.

Key topics covered in this report include:

• Effective Field Performance Metrics in APAC
• Framework for Field Medical Excellence
• KOL Targeting and Engagement Levels in APAC
• Average MSL Time Allocation for KOL Interactions and Internal Activities
• APAC Field Medical Staffing Footprint
• Key Lessons Learned for Measuring MSL Impact in APAC

• APAC Engagement Mix: In the Asia-Pacific region, engagement heavily focuses on Key Opinion Leaders (KOLs), constituting 65% of the overall focus, one of the highest proportions globally. Notably, field engagement in Australia places a significantly higher emphasis on KOLs, while in Japan and China, engagement is oriented towards both KOLs and Healthcare Professionals (HCPs).

• APAC Panel Size: MSLs in the Asia-Pacific region typically support an average of 27 tiered KOLs and 29 non-tiered KOLs, indicating a balanced approach to engagement across different levels of influence.

Sr. No.	Topic	Slide No.
I.	Executive Summary: Laying the Foundation for Global Field Medical Performance Standards & Expectations	Pg. 3-17
II.	APAC: Region-level benchmarks	Pg. 18-33
	Country-level benchmarks	Pg. 34-45
III.	About Best Practices, LLC	Pg. 46

• Business objectives and research methodology used
• Regions examined in this benchmark study
• Participating benchmark companies
• Global benchmarking findings: Quick takeaways and recommendations
• Summary of regional data: APAC
• Most effective and utilized field metrics for assessing and demonstrating the value of MSLs
• Defining “monthly interactions”
• Distinguishing an "actionable" insight from other kinds of insights
• Definitions of "actionable insights" from the field
  Crafting a global framework for excellence in field medical engagement
• Metrics to assess MSL performance
• Lessons learned around MSL time allocation in the field and on external activities

• Average number of tiered vs. non-tiered KOLs per MSL in the APAC region
• Monthly KOL and F2F interactions in the APAC region
• MSL’s average time spent in each thought leader interaction in the APAC region
• Weighting criteria for various interaction types on the MSL scorecard – APAC region
• Optimal and widely utilized field metrics for assessing and showcasing MSL impact in the APAC region
• Metrics for engaging non-tiered KOLs in the APAC region
• Average MSL time in the field (days per year) in the APAC region
• Percentage of MSL time spent on external, internal, and logistics activities in the APAC region
• Weekly MSL time allocation for each activity stream in the APAC region
• Percentage of overall targets that can be classified as KOLs, HCPs, payers, or other external stakeholders in the APAC region
• APAC field medical staffing footprint
• Span of control: Number of MSLs per MSL manager in the APAC region
• Voices from the field: Key lessons learned for measuring MSL impact in the APAC region

• Average total panel size supported by an individual MSL in Australia, China, and Japan
• Average number of monthly KOL/HCP and F2F meetings in Australia, China, and Japan
• MSL’s average time spent per thought leader interaction in Australia, China, and Japan
• Value assigned to each interaction type on the MSL scorecard – Australia, China, and Japan
• Engagement metrics for non-tiered KOLs in Australia, China, and Japan
• Average annual field presence of MSLs in Australia, China, and Japan
• Time spent by MSLs on external, internal, and logistics activities in Australia, China, and Japan
• Weekly MSL time allocation across activity streams in Australia, China, and Japan
• MSL engagement mix in Australia, China, and Japan
• Average number of field staff members in Australia, China, and Japan
• Span of control: MSLs per MSL manager in Australia, China, and Japan