MSLs and KOL Management

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: Physician Marketing & Promotion Physician Education (CME) Sales Force Effectiveness Most reprints are free of charge. Others can be ordered and paid for by credit card online and you will receive a download link to the full article (PDF file) immediately upon payment. John Mack, Publisher & Editor editor@news.pharma-mkting.com

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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. TABLE OF CONTENTS ORDER HERE Order and pay for this Special Supplement now using your credit card... ONLY $29.95 Download PDF file immediately after paying: 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 ... Expanded Summary Available. Order and pay for this reprint now using your credit card... ONLY $29.95 Download PDF file immediately after paying: Capturing & Reporting HCP-Related Meeting Spending Let the Sunshine In Life Science companies are struggling to understand the complex reporting requirements and compliance issues presented by existing and new regulations like the Sunshine Act. This article is a summary of a Webinar by StarCite, which defined what pharma marketers and meeting planners need to know when it comes to meetings-related HCP reporting. Read Article 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. Expanded Summary Available. Order and pay for this reprint now using your credit card... ONLY $4.95 Download PDF file immediately after paying: 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. Download PDF file 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. Expanded Summary Available. 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. Order and pay for this reprint now using your credit card... ONLY $4.95 Download PDF file immediately after paying: 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 ... Expanded Summary Available. Order and pay for this reprint now using your credit card... ONLY $24.95 Download PDF file immediately after paying: 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 ... Expanded Summary Available. Order and pay for this reprint now using your credit card... ONLY $29.95 Download PDF file immediately after paying: 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. Download PDF file 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. Expanded Summary Available. 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. Order and pay for this reprint now using your credit card... ONLY $4.95 Download PDF file immediately after paying: 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." Expanded Summary Available. Order and pay for this reprint now using your credit card... ONLY $4.95 Download PDF file immediately after paying: MSL Roles & Goals MSLs Need Variety of Talents Medical Science Liaisons (MSLs) today face unprecedented challenges in developing and managing strong clinically-focused relationships with key opinion leaders (KOLs). Many presenters at a recent CBI Annual Forum on Field-Based Dissemination of Scientific Information held in Philadelphia spoke candidly and openly about these challenges and how they are being met by the industry. This article summarizes several presentations made at this meeting. Topics covered include: Necessary Tools: Structure, Tracking, and Partnering MSLs Need Variety of Talents How MSLs Support R&D Contrasts between MSLs and Sales Representatives Handling Unsolicited Requests by HCPs Order and pay for this reprint now using your credit card... ONLY $4.95 Download PDF file immediately after paying: 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? Expanded Summary Available. Order and pay for this reprint now using your credit card... ONLY $29.95 Download PDF file immediately after paying: 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 ... Expanded Summary Available. Order and pay for this reprint now using your credit card... ONLY $24.95 Download PDF file immediately after paying: Pharma, Physicians, and Sermo: A Social Media Win-Win-Win! 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. Download PDF file Pharma-Sponsored Medical Ghostwriting: What the Ghosts Have to Say About It What the Ghosts Have to Say About It Pharma Marketing News surveyed readers to determine if medical journal articles sponsored and ghostwritten by drug companies are a legitimate part of marketing to physicians and to get opinions on various other issues raised in the press about ghostwriting. Download PDF file 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. Download PDF file Physician-Generated Content on Social Media Sites Survey of DocCheck Members This article highlights results of a survey of physician members of DocCheck, a leading European physician online social network and portal site. The survey assessed the type of networks used, the frequency of posting, motivation for posting, estimation of network usage, relevance of content posted and an evaluation of the importance of online physician-generated content in the future. Download PDF file Physician Meetings Education Works Both Ways This article reviews the physician meeting logistics and planning capabilities of Alliance Communications, which has worked with pharma companies and key opinion leaders since 1987. Download PDF file Physician Participation in Peer-to-Peer Social Media Sites This article summaries research data exploring why physicians interested in using online peer-to-peer social communities outnumber by 2 to 1 physicians who are actually using them. Includes suggestions for what these communities must do in order to provide more value to physicians. Expanded Summary Available. Order and pay for this reprint now using your credit card... ONLY $4.95 Download PDF file immediately after paying: Thought-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 Download PDF file Turning Science into Sales: Tips for Communicating Clinical Trial Results Healthcare marketers are rewarded for increasing product revenue. However, product managers often miss a golden opportunity to drive product sales: they neglect to communicate clinical trial results properly and consequently fail to capitalize on completed medical research. This article highlights how to effectively communicate scientific evidence in order to realize the full medical and commercial value of your brand and to maximize sales. Download PDF file Understanding the Strategic Value of MSLs Strategically Envisioned, Yet Tactically Measured This article by contributing author Neil Gray, examines why the industry’s 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 Order and pay for this reprint now using your credit card... ONLY $4.95 Download PDF file immediately after paying: