Establishing LATAM 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 LATAM 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 regional 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 the LATAM Region
• Field Medical Excellence Framework
• Target and Engagement Levels of KOLs in the LATAM Region
• Average MSL Time Spent in KOL Interactions and on Internal Activities
• Field Medical Staffing Footprint in the LATAM Region
• Key Lessons Learned for Measuring MSL Impact in the LATAM Region

• Tracking Non-Tiered KOL Engagement: In LATAM, the majority of field medical teams do not utilize specific metrics to monitor non-tiered KOL engagement on panels, with only 33% of companies incorporating such measures.

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