Establishing North America Standards for Field Medical Performance Excellence

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


Companies Profiled:
Abbott; AbbVie; Alexion Pharmaceuticals; Alkermes; Astellas; AstraZeneca; Bayer; BioMarin; Boehringer Ingelheim; Bristol-Myers Squibb; Celgene; Chiesi; Clovis Oncology; CSL Behring; Curis; Daiichi Sankyo; Dermavant Sciences; Dompé; Eisai; Eurofarma; Exact Sciences; Galapagos; GE Healthcare; Genentech; Gilead Sciences; GlaxoSmithKline ; Grünenthal; Horizon Therapeutics; Ipsen; Janssen; Jazz Pharmaceuticals; Kyowa Kirin; Lundbeck; Merck; Merck KGaA; Merus; Novartis; Novo Nordisk; OM Pharma; Orchard Therapeutics; Pfizer; Radius Health; Inc.; Sanofi; Seres Therapeutics; Servier; Sunovion; Supernus; Takeda Pharmaceuticals; Teva Pharmaceutical Industries Ltd; UCB Pharma; Ultragenyx; Vertex Pharmaceuticals

Study Snapshot

This report provides benchmarks and insights specific to North America. The data from this study is drawn from a larger global pool of field leaders, featuring 448 survey responses from 100+ biopharma manufacturers worldwide. The data is meticulously segmented at the region and country level to provide nuanced insights.

Best Practices, LLC also leveraged its propriety Field Medical Excellence database to provide additional benchmarks tailored to align with diverse portfolio considerations.

Key topics covered in this report include:

• Effective Field Performance Metrics in North America
• Field Medical Excellence Framework
• Target and Engagement Levels of KOLs in North America
• Average MSL Time Spent in KOL Interactions and on Internal Activities
• North America Field Medical Staffing Footprint
• Key Lessons Learned for Measuring MSL Impact in North America

• Average Time in KOL Interactions (minutes per interaction): North American MSLs currently average 32 minutes per interaction. This marks a decline from the 38-minute average observed in 2022.

• Top-rated Field Metrics: 1) Number of scientific concepts discussed; 2) Number of interactions resulting in a follow-up; and 3) Medical objectives achieved.

Sr. No.	Topic	Slide No.
I.	Executive Summary: Laying the Foundation for Global Field Medical Performance Standards & Expectations	Pg. 3-17
II.	North America: Region-level benchmarks	Pg. 18-34
	Country-level benchmarks	Pg. 35-46
III.	About Best Practices, LLC	Pg. 47

• Business objectives and research methodology used
• Regions examined in this benchmark study
• Participating benchmark companies
• Global benchmarking findings: Quick takeaways and recommendations
• Summary of regional data: North America
• Most effective and utilized field metrics for assessing and demonstrating the value of MSLs
• Defining “monthly interactions”
• Distinguishing an "actionable" insight from other kinds of insights
• Definitions of "actionable insights" from the field
  Crafting a global framework for excellence in field medical engagement
• Metrics to assess MSL performance in North America
• Lessons learned around MSL time allocation in field and on external activities

• Average number of tiered vs. non-tiered KOLs per MSL in North America
• Monthly KOL and F2F interactions in North America
• MSL’s average time spent in each thought leader interaction in North America
• Weighting criteria for various interaction types on the MSL scorecard – North America
• Optimal and widely utilized field metrics for assessing and showcasing MSL impact in North America
• Metrics for engaging non-tiered KOLs in North America
• Average MSL time in the field (days per year) in North America
• Percentage of MSL time spent on external, internal and logistics activities in North America
• Weekly MSL time allocation on each activity stream in North America
• MSL time in the field vs. on external activities – North America
• Percentage of overall targets that can be classified as KOLs, HCPs, payers, or other external stakeholders in North America
• North America field medical staffing footprint
• Span of control: Number of MSLs per MSL manager in North America
• Voices from the field: Key lessons learned for measuring MSL impact in North America

• Average number of tiered vs. non-tiered KOLs per MSL in United States and Canada
• Monthly KOL and F2F interactions in United States and Canada
• MSL’s average time spent in each thought leader interaction in United States and Canada
• Weighting criteria for various interaction types on the MSL scorecard – United States and Canada
• Metrics for engaging non-tiered KOLs in United States and Canada
• Average MSL time in the field (days per year) in United States and Canada
• Percentage of MSL time spent on external, internal and logistics activities in United States and Canada
• Weekly MSL time allocation on each activity stream in United States and Canada
• Percentage of overall targets that can be classified as KOLs, HCPs, payers or other external stakeholders in United States and Canada
• Average field medical team size – United States and Canada
• Span of control: Number of MSLs per MSL manager in United States and Canada