Roles, Resourcing and Management of Medical Science Liaisons

Best Practices, LLC undertook this research to examine the growing roles and responsibilities of Medical Science Liaisons within leading healthcare organizations. The study captures critical insights across MSL operational, performance, and management fronts which includes the headcount, span of control, deployment factors, volume and mode of thought leader interactions, and medical science liaison performance measurement.

Medical Affairs leaders can use this study as a benchmark for future strategic and resource planning and best-practice implementation for the medical science liaison function.

Study Snapshot

Nineteen participants from 15 leading pharmaceutical, biotech, and medical device companies contributed benchmark survey data and qualitative insights to this research.  This study also provides longitudinal data comparisons with a similar benchmark study conducted in 2011.

Sample Key Findings

Factors for Right-Sizing MSL Field Force Size & Distribution: MSLs are an expensive and limited resource; it is critical to right-size MSL headcount and field distribution to support education and therapy growth. Thought leader concentration and product lifecycle plan are the two most effective factors in determining the MSL field force size. Interestingly, while revenue potential seems to have shrunk in importance as a driver for MSL deployment, distribution of sales force as a factor has increased in importance. Other important factors reported by benchmark companies include ratio of MSLs to product/franchise revenue and corporate commitment to an over-arching franchise.

Participating Companies pp. 5

High-level Findings & Insights pp. 6-8

Universe of Learning pp. 9-12

Specialist Role and Service Scope pp. 13-20

KOL Relationship Management pp. 21-25

Resource Management: MSL Investment Levels pp. 26-35

Value Associated with MSL & Measuring Effectiveness pp. 36-47

Budget Allocated to MSL Teams pp. 48-53

Top Challenges pp. 54-58

Lessons Learned pp. 59-65

About Best Practices, LLC pp. 66

List of Charts & Exhibits

Professional background of research participants

• Number of approved products supported through MSL teams of benchmark participants
• Oversight responsibility for Medical Science Liaison function
• Extent of MSL involvement in the product development process
• MSL involvement in stages of clinical trails
• Factors driving deployment of MSLs
• Stakeholder needs that drive MSL alignment
• Percentage of annual MSL interactions per thought leader type
• Number of visits from Medical Science Liaisons to maintain / develop relationships with regional and national level thought leaders
• Outsourcing of MSL function
• Control span over MSLs
• Factors determining the number of MSLs to deploy into field
• Key factors for increasing count of MSLs
• Key factors for decreasing count of MSLs
• Value associated with MSL responsibilities
• Effectiveness of quantitative and qualitative metrics in measuring the success of MSLs
• Optimal re-allocation of time spent on MSL activities
• Annual budget attributed for MSL function and the breakup of MSL budget
• Funding source for MSL budget
• Factors affecting annual MSL budget
• Top MSL deployment challenges
• Top challenges for MSLs
• Important lessons to strengthen relationships and market position