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Oncology MSL Team Excellence: Benchmarking Staffing, Roles, Recruitment, Development, Retention, and Field Success

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ID: POP-366

Features:

24 Info Graphics

24 Data Graphics

290+ Metrics

72 Narratives

Pages: 55

Published: 2023

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STUDY OVERVIEW
BENCHMARK CLASS
STUDY SNAPSHOT
KEY FINDINGS
VIEW TOC AND LIST OF EXHIBITS

With the ever-expanding landscape of cancer treatments and the increasing importance of personalized medicine, Oncology field medical teams are tasked with fostering strong relationships with Key Opinion Leaders (KOLs) and Healthcare Professionals (HCPs).

In a changing engagement model, Oncology field medical leaders must meticulously align their roles, expectations, and performance to optimally support stakeholders, fulfill critical needs, and deliver unparalleled value.

Best Practices, LLC conducted benchmarking research to identify and analyze current and emerging trends in the management of Oncology field medical teams, particularly in the context of virtual and hybrid Medical Science Liaisons (MSLs). This research provides valuable insights for Oncology field medical leaders, enabling them to enhance MSL retention rates, design competitive compensation packages, optimize staffing levels, develop effective engagement strategies, ensure access to critical external experts, and establish quantifiable metrics to gauge field performance and impact.

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

Companies Profiled:
AstraZeneca; Astellas; Bayer; Clovis Oncology; Eisai; Eli Lilly and Company; EMD Serono; GE Healthcare; Genentech; Ipsen; Kyowa Kirin; MacroGenics; Merck; Merus; Novartis; Pfizer; Rain Oncology; Roche; Servier; Takeda Pharmaceuticals

Study Snapshot

Best Practices, LLC engaged Field Medical leaders from 20 top Oncology manufacturers in this research through a benchmark survey. Deep-dive interviews were also conducted with field medical leaders to capture additional insights.

Key topics covered in this report include:

Oncology Staffing Levels: Traditional MSLs vs. Hybrid MSLs
Drivers of Oncology Field Team Evolution
Medical vs. Commercial Field Resourcing
Effective Recruitment in Oncology Segment: Factors and Tactics
MSL Training Areas in Oncology Segment
MSL Salary Levels and Trends in Oncology Segment
Effective Perks and Retention Strategies in Oncology Therapeutic Area
Field Challenges
KOL Access - Post Pandemic
Customer Engagement Preference
Proactive Outreach
F2F Meetings: Value and Ideal Mix

Key Findings

Select key insights uncovered from this report are noted below. Detailed findings are available in the full report.

Proactive outreach and product-specific discussion: On average, hybrid MSLs initiate 56% of KOL interactions, proactively discussing products in 62% of these interactions. This equates to a baseline “Proactive Product” outreach index of 35% of all interactions, or 5.2 F2F and 4.2 virtual Proactive Product engagements per MSL per month.

Table of Contents

Sr. No.	Topic	Slide No.
I.	Executive Summary	Pg. 3-17
II.	Evolving Field Team Roles, Staffing & Engagement	Pg. 18-28
III.	Recruiting & Retaining MSLs	Pg. 29-42
IV.	Field Medical KPIs	Pg. 43-54
V.	About Best Practices, LLC	Pg. 55

List of Charts & Exhibits

I. Executive Summary

Project background
Key study definitions
Benchmark study partners - Oncology segment
Key takeaways for Oncology manufacturers
Oncology executive field performance dashboard
Full data summary
Field-based vs. hybrid MSLs - Oncology segment
Effective recruitment and retention principles in oncology segment

II. Evolving Field Team Roles, Staffing & Engagement

Prevalence of Oncology MSL types across the industry – Field-based MSLs vs. Hybrid MSLs vs. Virtual MSLs
Case study: Large US pharma organization pilot
Average staffing levels at Oncology field medical groups
Assessing effectiveness of different MSL types in Oncology segment
Post-Pandemic drivers of field team evolution
Anticipated MSL staffing trends in Oncology segment
Average staffing levels for non-MSL field roles in Oncology segment
Key field support roles in Oncology therapeutic area
Sales rep-to-MSL ratio in Oncology therapeutic area

III. Recruiting & Retaining MSLs

Overall YoY attrition rate among Oncology MSLs
Successful Oncology MSL recruitment factors
Effective tactics to recruit MSLs in Oncology segment
MSL recruitment lessons learned in Oncology segment
MSL training for essential field skills in Oncology therapeutic area
Average Oncology MSL salary levels
Drivers of MSL compensation
Anticipated MSL salary trends
Defending increased field team investment
Effective perks in attracting new MSLs and retaining existing staff
Top MSL retention strategies in Oncology segment

IV. Field Medical KPIs

Top challenges faced by Oncology field teams in supporting external stakeholders
Post-Pandemic KOL and HCP access
KOL and HCP engagement preferences
Average KOL call list size in Oncology segment
Total monthly in-person and virtual meetings with KOLs
Proactive outreaches to KOLs in Oncology therapeutic area
Oncology MSL proactivity index
Value of F2F meetings in Oncology MSL scorecard
Ideal mix of F2F interactions
Interview narratives around top KPIs used to demonstrate field impact
Effective KPIs used to measure field impact