Health Outcomes Liaison Excellence: How the HOL Function Drives Value Across the Healthcare Industry

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


Companies Profiled:
Amgen; Becton Dickinson; Boehringer Ingelheim; Cubist; Daiichi-Sankyo; Endo; Fresenius; Genentech; GlaxoSmithKline; Janssen; Medivation; Merck & Co.; Merck Serono; Pacira; Peloton; Sanofi; Sanofi Pasteur; Shire; Teva

Study Snapshot

This benchmarking research drew participation from 23 HOL program leaders from 19 different pharmaceutical and medical device companies. In addition, deep-dive interviews were conducted with five participating companies to gather additional insights.

Key Topics include:

* Staffing levels
* Budget
* Geographic span
* Oversight responsibility
* Services provided
* HOL differentiation from MSLs and other positions
* Successful methods of customer engagement

Key Findings

Decision Makers Will Increasingly Rely on Health Outcomes Data: As health care reform changes take effect, comparative effectiveness and health outcomes data are becoming increasingly important, with some predicting that member outcomes data will eventually be more influential than clinical data when health care leaders are charged with making reimbursement decisions.

On Average, HOL Programs Are Less than Five Years Old: The majority of Health Outcome Liaison programs are in their first few years of development, with only 25% of respondents indicating that their programs have been in place for seven years or longer.

HOL Roles Are Differentiated from MSLs: Participants take a variety of approaches to differentiating roles of HOLs from Medical Science Liaisons (MSLs), Key Account Managers, and other customer-focused resources. Frequently, companies differentiate HOLs and MSLs by assigning them to different customer groups, with HOLs focused primarily on supporting payers and the Commercial Sales staff that calls on them. MSLs support physicians and the sales reps who see them. HOLs are also defined by their clinical experience and ability to understand and communicate deep clinical knowledge.

Generalist Model Fosters Better Interactions: Executives favored a generalist over a specialist model for HOLs, with HOLs representing the entire book of business to their diverse customers. Generalists provide clients with the convenience of “one stop shopping.” HOLs also gain credibility with customers when they are well-rounded and knowledgeable in multiple areas. Successful generalists are trained for deep as well as broad knowledge.

• Research Overview
• Participating Companies
• Key Recommendations
• Key Findings & Insights

• Longevity of Health Outcome Liaison group
• Health Outcome Liaison reporting structure
• Health Outcome Liaison executive oversight
• Geographic span in which companies employ Health Outcome Liaisons
• Total estimated budget for company’s Health Outcome Liaison program for the last fiscal year
• Size of HOL program
• Most common Therapeutic Areas in which HOLs are employed
• Ratio of products per HOL
• Preferred level of education required to become an HOL
• Typical HOL compensation levels based upon experience
• Frequency of ongoing training provided to HOLs
• Differentiation of HOL/MSL responsibilities
• HOL/MSL client overlap
• Top practices for HOL function that are valued most
• Primary HOL activities and time dedicated to each
• Initial HOL involvement with drug in development
• Length of HOL involvement over drug lifecycle
• Percentage of time HOLs spend in the field
• Level of involvement with payers for different activities
• Length of face-to-face visit with thought leaders and payer groups