The following Pharma Marketing News reprints and case studies relating to Key Opinion Leader Management and Medical Science Liaisons are available. You might also be interested in the following categories for additional reprints relating to physician sales and marketing:
Special Supplement:
Key Opinion Leaders, Medical Science Liaisons, & CME
More than ever, it is important to educate physicians about new drugs and to keep this education separate from the marketing function of the company yet aligned with commercial goals.
This Special Supplement to Pharma Markeing News is critical reading for pharmaceutical companies and physician education service providers wishing to understand the new roles of key opinion leader physicians (KOLs) and medical science liaisons (MSLs) in the physician education process.
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Aspects of Medical Science Liaison Compliance and Activity-Auditing
Regulatory scrutiny has focused on the direct- and indirect drivers on MSLs’ activities. Therefore, companies should realize that the symbol (what function the MSL program reports to, what advanced degrees MSLs hold) does not matter as much as the substance (what MSLs are actually expected to do, who applies the greatest pressures on MSL objectives) when it comes to evaluating activity drivers. It now looks like the golden age of regulating industry’s conduct is upon Pharma.. Order this article and learn more …
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The Changing World of MSLs: Determining Value
This article is an edited transcript of the May 2006, Pharma Marketing Roundtable discussion, which was devoted to exploring issues surrounding the new roles of medical science liaisons (MSLs) and key opinion leader physicians (KOLs) in physician education and product marketing.
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Developing Win-Win Key Opinion Leader Relationships
This article features results from research by Cutting Edge Information, a pharmaceutical business intelligence firm in Durham, North Carolina. Cutting Edge studied winning practices in thought leader management and has worked closely with more than a dozen KOL management executives from industry leaders, such as Pfizer, AstraZeneca and GlaxoSmithKline.
Before you buy this reprint, take a look at the Special Supplement: Key Opinion Leaders, Medical Science Liaisons, & CME, which contains this reprint and other articles on the topic key opinion leaders and medical science liaisons.
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Managing Medical Science Liaisons From Afar
Managing a winning team of Medical Liaisons, MLs, from afar, not only demands proper selection of highly driven, self-motivated and scientifically-fluent professionals, but also requires a manager’s recognition and vision of ‘top-down-bottom-up’ leadership style: consistent, rapid long distance communication, a team-shared vision of goals and responsibilities, and a working foundation of trust for overall success and ML job satisfaction. This article reviews a presentation made by Mario Sylvestri, Pharm.D, PhD, Senior Director Medical Informatics and Communications, Amylin Pharmaceuticals.
Before you buy this reprint, take a look at the Special Supplement: Key Opinion Leaders, Medical Science Liaisons, & CME, which contains this reprint and other articles on the topic key opinion leaders and medical science liaisons.
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Medical Science Liaisons: Biotech’s Special Forces
Biotechnology companies with a product commercialization strategy are deploying field-based medical science liaisons (MSLs) to increase awareness of a therapeutic market, support clinical trials, and educate the healthcare community on appropriate product utilization. Attracting experienced MSLs to smaller or younger companies remains a significant challenge for MSL directors. This article provides helpful suggestions that biotech and other science-based companies can use to build their MSL force. Order this article and learn more …
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Medical Science Liaison Roles: Enigma and Dilemma
After many hundreds of millions of penalty dollars from questionable sales and marketing practices, are pharmaceutical companies finally doing the “right” thing, at least where MSL roles are concerned? Are MSL directors trying? And are they getting more support from upper management? Order this article and learn more …
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Medical Science Liaisons: Working between Two Worlds
Medical Science Liaisons (MSLs) have assumed a pivotal role interfacing between pharmaceutical and biotechnology companies and the opinion and thought leaders (OTLs) who influence how medicine is routinely practiced. This article highlights how MSLs can maximize their unique position to help improve medical care while they enhance their companies’ bottom lines.
Before you buy this reprint, take a look at the Special Supplement: Key Opinion Leaders, Medical Science Liaisons, & CME, which contains this reprint and other articles on the topic key opinion leaders and medical science liaisons.
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Motivating & Retaining The MSL: What Makes MSLs Tick
In addition to her clinical and professional role as an experienced and successful MSL for Sepracor in the Indianapolis, IN area, Erin Albert, R.Ph, MBA, has spent a considerable amount of time researching and gathering psychometric data about her peers’ job satisfaction in their current MSL roles.
Before you buy this reprint, take a look at the Special Supplement: Key Opinion Leaders, Medical Science Liaisons, & CME, which contains this reprint and other articles on the topic key opinion leaders and medical science liaisons.
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MSL Role in Educational Development
This article reviews a presentation by Bob Reina, MS, MBA, Vice President of the Veritas Institute for Medical Education, and Sharon Schneider, PsyD, MBA, Program Director, Medical Education, Ortho-McNeil Pharmaceuticals Inc., entitled “Field Liaisons Team Effectiveness, The Role of the MSL in the Medical Education Setting.”
Before you buy this reprint, take a look at the Special Supplement: Key Opinion Leaders, Medical Science Liaisons, & CME, which contains this reprint and other articles on the topic key opinion leaders and medical science liaisons.
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MSL Training Design with ROI in Mind
If we define Medical Science Liaison (MSL) training as enabling an MSL to adopt a desired behavior or fulfill a desired performance expectation, we can readily see how most of what we call “training” is not really training at all. Most MSL training involves information sessions where we try to dump as much information on the MSL as we can in a given time period. The agenda can look impressive and the slide decks even more so, but when the MSL leaves the training, what behaviors and performance are shown as a result of the two or three days you and the MSL have just invested? In other words, what kind of ROI can you expect from MSL training?
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Off-Label Information Dissemination, Safe Harbor, and MSLs
This article discusses the often misinterpreted “safe harbor” and whether MSLs enjoy such protection when disseminating off-label information. Where, if anywhere, does the law ascribe “safe harbor” surrounding verbal and written dissemination of off-label use for a drug? Ironically, the term “safe harbor” is not found in FDAMA document. If a pharmaceutical employee works within the boundaries specified by what is collectively identified as “safe harbor,” the company is safe. If the employee’s actions fall outside the box, it is fair game. This does not mean it is illegal per se. Order this article and learn more …
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Pharma, Physicians, and Sermo: A Social Media Win-Win-Win!
This article provides an overview of Sermo’s new Client Center and summarizes a Pharma Marketing Talk podcast interview of with Daniel Palestrant, Sermo’s Founder and Chief Executive Officer.
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PhRMA Code Helps Re-define Roles of Medical Affairs and Marketing
This article discusses marketing to physicians in light of the industry self-regulatory Code on Interactions with Healthcare Professionals as well as the final OIG Compliance Program Guidance for Pharmaceutical Manufacturers.
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Download PDF fileThought-Leader Management: A Challenge Met
Pharmaceutical companies are continually working to establish and maintain relationships with thought leaders — influential physicians who play an important role in communicating a new therapy’s benefits for other physicians. Thought Leaders — also known as Key Opinion Leaders, or KOLs — help pharmaceutical companies identify unmet medical needs, shape clinical studies, launch products and understand critical lifecycle issues.
However, across the medical device and pharmaceutical industries, thought leader management programs have not been as effective as internal management would like, particularly in the age of the Internet, when the dissemination of information should be easier than ever, according to John Estafanous, President of Bethesda, Maryland-based Estco Medical.
This article reviews Medigent® Thought Leader, a Web-based software suite designed to dramatically improve a pharma company’s communications with Key Opinion Leaders
Before you buy this reprint, take a look at the Special Supplement: Key Opinion Leaders, Medical Science Liaisons, & CME, which contains this reprint and other articles on the topic key opinion leaders and medical science liaisons.
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Understanding the Strategic Value of MSLs
Strategically Envisioned, Yet Tactically Measured
This article by contributing author Neil Gray, examines why the industrys current use of tactical value measures for MSLs might ultimately prove limiting by positioning MSLs inappropriately and inhibiting their broader involvement in organizational and stakeholder problem-solving.
The author examines how tomorrow’s MSL might be employed by Pharma and discusses the strategic movement of MSLs into the competitive intelligence space, teaching roles, strategic input to and evaluation of portfolio development, and investor relations.
Topics and issues covered include:
- Difficult Times Lie Ahead
- Numerous Stakeholder Challenges
- What Do KOLs Want?
- Moving From Science Discussants to Knowledge Directors
- What the Future May Hold
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