the role of the msl in the 21st century life science industry · 2018-04-04 · 2. the msl as the...
TRANSCRIPT
DrivingMedicalAffairs &MSLExcellencePresentedataMedCommsNetworkingevent,4th April2018
THEROLEOFTHEMSLINTHE21ST CENTURY
LIFESCIENCEINDUSTRYHelenKane,MD,PIVOTMSL
1. Ourstory
2. WhoistheMSL?
3. Whatdotheydo?
4. Howdotheyaddvalue?
5. Whataretheirchallengesandneeds?
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OVERVIEW
THEPIVOTSTORY
WeareaspecialistconsultancywhichwasborneoutofapassionfortheMSLandthewiderMedicalAffairsfunction:
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OURSTORY
Weengagewithin theglobalbiopharmaceuticalindustry asatrustedandrespectedpartner
Wedefineanddrivestandardsoffieldmedicalexcellenceandvalue
Webuild in–rolecapabilities,optimizevalueandeffectiveness
Wesupport theMSLandtheMSLManagerthroughouttheirprofessionaldevelopmentjourney
WHOISTHEMSL*?
*Medical Science Liaison
Salesrepresentativewithascientificfocus
Reportedintocommercial
1967:THEMSLROLE
Abridgebetweendevelopmentandcommercial..acriticalbusinesspartner
MEDICALAFFAIRSFUNCTION
PRESCRIBERINVESTIGATOR
PATIENT
MEDICALAFFAIRS
RESEARCH&DEVELOPMENT COMMERCIAL
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2017:THESUPERHEROESOFPHARMA?
Theexternalfaceofmedicalaffairs
Selectedfortheirscientificandtechnicalexpertise,communicationskills
andbusinessacumen
Recognisedbothinternallyandexternallyasbeing‘differenttosales’,
aconduitbetweentheorganisationandthehealthcarecommunity
Anon-promotionalrole
AN IMPORTANT ROLE
MSLPHYSICIAN COMPANY
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WHATDOTHEYDO?
MSL&THEDRUGLIFECYCLE
10years
Pre-approval Post-approval
COMMERCIAL
Drugapproval
15years
PatientNumbers
DEVELOPMENT&MEDICALAFFAIRS
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EFFECTIVECROSS-FUNCTIONALWORKING
MARKETACCESS
MARKETING
SALES
HEALTHCAREPROFESSIONAL
CLINICALDEVELOPMENT
MEDICALSCIENCELIAISON
MEDICAL
NON-COMMERCIALOBJECTIVES
COMMERCIALOBJECTIVES
ORGANISATIONALGOALS
LIFECYCLERELEVANTACTIVITIES
ENGAGE EXCHANGE GENERATE INFORMEDUCATE
Connector Facilitator Educator Collaborator Communicator
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HOW DOTHEYADDVALUE?
MSLVALUE
Engage Exchange Generate InformEducate
WHATARETHEIRCHALLENGESANDNEEDS?
MSLCHALLENGES&NEEDS
RoleclarityComplianceKnowledge
&skills
Metrics
Alignment Complexscience
Physicianaccess
Competitiveenvironment
Valuerecognition
In-roledevelopment
1. MedicalAffairsisuniquelyplacedtoengageasatrustedpartnerinultimatesupportofthepatient
2. TheMSLastheexternalfaceofMedicalAffairshasavaluableroletoplayasascientificconduitbetweenthephysicianandthewiderorganisation
3. MSLactivitiesshouldbealignedtoorganisationalgoalsandwillvaryaccordingtothedruglifecycleplusphysicianneedsandinterests
4. In-rolechallengescanbecomplex.BothMSLsandtheirManagerswillbenefitfromspecialistsupportthroughouttheirprofessionaldevelopmentjourney.
INSUMMARY
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