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Pharma Medical Science Liaison Outreach Shifting Away from Traditional Company Sales Regions
Date:8/22/2011

CHAPEL HILL, N.C., Aug. 22, 2011 /PRNewswire/ -- With the support of Key Opinion Leaders clearly linked to success in the marketplace, competition for the time and attention of KOLs is intensifying. But the changing regulatory and access environment has altered the landscape for creating and maintaining KOL and physician relationships.

To help biopharma organizations navigate this new KOL landscape, Best Practices, LLC has published an updated MSL-focused report that highlights the optimal size, mix and service frequencies of these elite medical specialists.

The 78-page report, "Medical Science Liaisons: Gaining Access and Forging Relationships with Key Opinion Leaders (Updated for 2011)," presents 2011 data compared to data gathered in 2009 on an array of critical questions that provide insights into how MSLs can build strong, productive relationships with KOLs and physicians.

One of the emerging trends in 2011 involves a change in how MSLs are deployed in the field.  According to the study:

  • Benchmarked companies appear to have shifted away from aligning MSLs to reflect a sales region or geographic distribution. Companies have moved towards deploying based on the concentration of KOLs in a given area; 79% of companies deploy along this model.

With interviews and key insights drawn from 27 leaders at 24 leading bio-pharmaceutical companies, this Best Practices, LLC benchmarking study identifies a wealth of strategies and proven tactics that helps Medical Affairs and other executives to effectively determine the optimal number of liaisons, mix of responsibilities, number of interactions and span of control that are critical to build strong and productive relationships over the life of a brand.

The full 78-page report contains more than 600 benchmark metrics and scores of executive narratives that companies ca
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SOURCE Best Practices, LLC
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