Contenu connexe Plus de Best Practices (20) Medical Affairs Consortium 1. Best Practices Medical Affairs – Accessing Intelligence
Our company works on the profound principle that organizations can chart a course to
superior economic performance by studying the best business practices, operating tactics
and winning strategies of world-class organizations.
• 300,000+ Business Professionals
• 86% of Fortune 100 Companies
• $40 million+ in benchmarking
analysis, insights and findings
Copyright © Best Practices®, LLC ♦ 6350 Quadrangle Drive, Suite 200,♦ Chapel Hill, NC 27517 ♦ Ph.: 919-403-0251 ♦ www.best-in-class.com
2. Range and Depth of our Medical Affairs Support
Copyright © Best Practices®, LLC ♦ 6350 Quadrangle Drive, Suite 200,♦ Chapel Hill, NC 27517 ♦ Ph.: 919-403-0251 ♦ www.best-in-class.com
3. Best Practices Medical Affairs Services
Our business model is geared to address your critical issues. You set the research
agenda. We design and deliver benchmark tools across many different companies to
identify your specific performance gaps and growth opportunities.
How do we make the most of Medical Affairs?
How do we make the most of Medical Affairs?
Copyright © Best Practices®, LLC ♦ 6350 Quadrangle Drive, Suite 200,♦ Chapel Hill, NC 27517 ♦ Ph.: 919-403-0251 ♦ www.best-in-class.com
4. Best Practices Medical Affairs Consortium – Benefits
BENEFITS OF JOINING THE MEDICAL AFFAIRS CONSORTIUM
2013-2014 Best Practices’ Medical
Affairs Consortium Topics
•Roundtable-I: Showing the value of the
medical affairs group to the organization
•Roundtable-II: Creating an effective fieldbased medical team
•Roundtable-III: Thought Leader
Relationship Management
Executives That Can Benefit From
The Medical Affairs Consortium
•Executives with high-level questions
regarding medical affairs trends
•Executives who are interested in learning
from the best practices in other
organizations in a secure environment
Copyright © Best Practices®, LLC ♦ 6350 Quadrangle Drive, Suite 200,♦ Chapel Hill, NC 27517 ♦ Ph.: 919-403-0251 ♦ www.best-in-class.com
5. Medical Affairs Consortium – Project Methodology
HERE’S HOW WE HELPED OUR MEDICAL AFFAIRS CONSORTIUM MEMBERS
Client Issue: This research was designed for our members to probe the effective ways of
structuring and aligning Medical Affairs. Ultimately, the client wanted to identify how other
Medical Affairs executives build their value proposition and garner additional resources.
Field Research Process
Project Shaping
Benchmark Survey
Lessons Learned
Secondary Research
• Identify industry
business Issues
• Identify industry needs
& objectives
• Articulate key issues to
probe in field research
• Scope and scale
project
• Engage all constituents
• Engineer key issues
into operational
questions
• Combine performance
metrics with process
• Engage leading
companies
• Engineer for ease of
response
• Use to screen higher
performers
• Conduct secondary
research within the Best
Practices, LLC’s
database, interview
archive and other
resources.
• Probe soft factors that
drive success and failure
• Process insights
• What would you do
differently?
• Lessons learned
Copyright © Best Practices®, LLC ♦ 6350 Quadrangle Drive, Suite 200,♦ Chapel Hill, NC 27517 ♦ Ph.: 919-403-0251 ♦ www.best-in-class.com
Best Practice
Blueprint for
Excellence
• Integrate qualitative
and quantitative
insights
• Conduct analysis
• Prepare key
recommendations
• Integrate “best of the
best” practices
• Identify key pitfalls to
avoid failure
• Share lessons learned
6. Medical Affairs Consortium – Timeline
Month-I
Month-II
Month-III
Month-IV
Month-V
Month-VI
Month-VII
Month-VIII
Month-IX
Month-X
Month-XI
Month-
XII
1st
RT*
30-45 days
3rd
RT*
2nd
RT*
Survey Creation and Launch
75-90 days
Data Analysis,
Secondary Research &
1st Roundtable Client
Deliverable
30 days
1st Roundtable
Summary
Deliverable
45-60 days
30 days
Data Analysis,
Secondary 2nd Roundtable
Research &
Summary
nd
2 Roundtable Deliverable
Client
Deliverable
* Note: RT= Roundtable
The roundtable times are open to change (15-day range) for adjustment to members’ schedules.
Copyright © Best Practices®, LLC ♦ 6350 Quadrangle Drive, Suite 200,♦ Chapel Hill, NC 27517 ♦ Ph.: 919-403-0251 ♦ www.best-in-class.com
45-60 days
Data Analysis,
30 days
Secondary
rd
Research & 3 Roundtable
Summary
3rd Roundtable
Deliverable
Client
Deliverable
7. Medical Affairs Function: Maturation Process
Medical Affairs Management
Groups in the formative stage can learn from the less lean, more established groups in our
study.
MA in Formative Stage:
Medical Affairs infancy
Executive Committee
Reporting structure
Mainly based on
Clinical Ops/ Med Ed
Expanding Field groups
Dependent on
Commercial
Growing because of
pipeline or emergence
of medical need at
company or in region
500K – 5M spend
1-10 FTEs
Escalating MA Capabilities:
Definitive metrics for MA value
proposition
Global reach, but clear compliance
guidelines
Strong MSL group, increased clinical
bandwidth and expanded role beyond
handling off-label issues
Reports to R&D/Clinical
Increase in FTEs and staffing
because of more requests
“It does matter how big of a company you are.
You reach a threshold where you are
having enough success [and] all of a
sudden the requests and the level that you
have to satisfy are different.” – Interviewed
Senior Director
5M – 75M spend
11-120 FTEs
Medical Affairs Functional Maturity
Copyright © Best Practices®, LLC ♦ 6350 Quadrangle Drive, Suite 200,♦ Chapel Hill, NC 27517 ♦ Ph.: 919-403-0251 ♦ www.best-in-class.com
Established MA:
Independent, but aligned
with Commercial
Differentiated MSLs
targeting specific groups
Strong Health Outcomes
group within department
High visibility of all
Medical Affairs functions
Struggling to fight for head
count, usually because of
maturation of products
75M+ spend
120+ FTEs
8. Medical Affairs Function: Leadership
Medical Affairs’ leadership is on the rise with 80% above director level within the Mature
Markets Segment.
Leadership
Mature Markets Segment
(n=20)
Emerging Markets Segment
(n=7)
*Other: Chief Scientific Officer, Head Of Medical Affairs.
1: “Best Practices’ Report: Building Best-In-Class Capabilities For Medical Affairs”
Copyright © Best Practices®, LLC ♦ 6350 Quadrangle Drive, Suite 200,♦ Chapel Hill, NC 27517 ♦ Ph.: 919-403-0251 ♦ www.best-in-class.com
8
9. Medical Affairs Function: Challenges Confronting The Leaders
Hierarchy of Impact: Identifying Challenges with Greatest Impact
Copyright © Best Practices®, LLC ♦ 6350 Quadrangle Drive, Suite 200,♦ Chapel Hill, NC 27517 ♦ Ph.: 919-403-0251 ♦ www.best-in-class.com
10. Medical Affairs Function: Change In Medical Affairs Budgets
Medical / Scientific Liaisons, Thought Leader Management and Outcomes Research are the
fastest growing investment areas as % of Medical Affairs budget.
Trends Of Important Budget Allocation Areas
Medical /
Scientific
Liaisons
Thought
Leader
Management
Outcomes
Research
EFFECTIVE
COMMUNICATION WITH
KEY DECISION MAKERS
Copyright © Best Practices®, LLC ♦ 6350 Quadrangle Drive, Suite 200,♦ Chapel Hill, NC 27517 ♦ Ph.: 919-403-0251 ♦ www.best-in-class.com
10
11. Field Medical Team: Value Of Activities
Value of field medical team activities is different for internal and external stakeholders.
Value For Internal
Stakeholders
Value For External
Stakeholders*
Higher Value
Scientific Interactions
Scientific Interactions
Thought leader management
Clinical trial related activities
Speaker training &
development
Managed care / formulary
support
Managed care / formulary
support
Product and pipeline
communication
Interaction with national
associations & societies
Congress support and
attendance
Gather competitive intelligence
Speaker training and
development
Lower Value
*Note: Several studies with key thought leaders from Best Practices’ database
Internal Stakeholders: Medical Affairs, Commercial, R&D and Clinical employees including all the different levels and those who are related to the medical affairs function.
External Stakeholders: Payers and Providers.
Copyright © Best Practices®, LLC ♦ 6350 Quadrangle Drive, Suite 200,♦ Chapel Hill, NC 27517 ♦ Ph.: 919-403-0251 ♦ www.best-in-class.com
11
12. Field Medical Team: Skills and Competencies
Acquisition of the right talent is crucial for strong field medical team capabilities.
“The practical reality
is who and how we
hire people and the
people we have , how
do we train and
manage them. In the
world of the past it
was about deep
scientific knowledge
expertise and the
ability to interact at an
individual peer to peer
level. That is still
there, but the scope of
the role has
expanded.”*
- Interviewed Vice
President
Skill: Strong
communication
capabilities
Thought
Leader
Mgmt.
Skill: Operate
effectively
under strict
regulations
Managed
Market /
Formulary
Support
Skill: Strong knowledge and
experience with health outcomes
data.
Product
Lifecycle
Planning
Support
Core
Responsibilities
Clinical
Trial
Support
Skill: Strong scientific
and technical skills
Scientific
Interaction
With
Payers and
Providers
*Source: Building Practices®, LLC ♦ 6350 Quadrangle Drive,–Suite 200,♦ Chapel Hill, NC 27517 ♦ Ph.: 919-403-0251 ♦ www.best-in-class.com
Copyright © Best Best-In-Class Capabilities In Medical Affairs 2012 .
Skill: Partner
with
commercial
and R&D
colleagues
Sales and
Marketing
Support
Skill: Familiarity with
commercialization process
and market dynamics
12
13. Field Medical Team: Budget Breakdown
Salaries capture the highest percentage of the Medical Affairs spend with 59% in the mature
markets segment and 49% in the emerging markets segment.
Budget Breakdown
Mature Markets
Emerging Markets
(n=15)
Copyright © Best Practices®, LLC ♦ 6350 Quadrangle Drive, Suite 200,♦ Chapel Hill, NC 27517 ♦ Ph.: 919-403-0251 ♦ www.best-in-class.com
(n=7)
13
14. Critical Success Factors For An Effective Medical Affairs Function
Ten key themes shared by benchmark partners for developing and maintaining an
effective Medical Affairs function:
Critical
Success
Factors for
Effective
Medical Affairs
Copyright © Best Practices®, LLC ♦ 6350 Quadrangle Drive, Suite 200,♦ Chapel Hill, NC 27517 ♦ Ph.: 919-403-0251 ♦ www.best-in-class.com
15. Best Practices Medical Affairs Consortium
All consortium members participate in creating the study. Take a look at these other
benefits:
Copyright © Best Practices®, LLC ♦ 6350 Quadrangle Drive, Suite 200,♦ Chapel Hill, NC 27517 ♦ Ph.: 919-403-0251 ♦ www.best-in-class.com
16. Competitive Benchmarking Helps You Mine For Your Advantage
Best Practice Benchmarking® is a powerful tool to gain competitive insight. We develop
“Market Topography Maps” that use evidence-based benchmarks to analyze your
competitive landscape. We spotlight your strengths and weaknesses. Then we
recommend how to avoid failure points and build on your advantages!
DIFFERENT BENCHMARKS YIELD DIFFERENT INSIGHTS
Benchmarking is #1 Most Used
Global Mgt. Tool . (Source: Bain &
Co. 2011 Mgt. Tools & Trends Census)
Yet most companies fail to
use benchmarking to their full
advantage.
We have developed more than
25 types of benchmarks to
help clients look forward and
build winning strategies,
tactics & plans.
Ask us what approach is right
for your competitive situation.
Copyright © Best Practices®, LLC ♦ 6350 Quadrangle Drive, Suite 200,♦ Chapel Hill, NC 27517 ♦ Ph.: 919-403-0251 ♦ www.best-in-class.com
17. Best Practices, LLC Medical Affairs – Accessing Intelligence
Best Practices, LLC is a research, consulting and publishing firm that works with 48 of the 50
leading life sciences companies. Our database holds more than 4,000 research documents with
a value of more than $40 Million+ in primary research. Our benchmarking products provide
clients with access and intelligence to achieve performance excellence and avoid pitfalls.
Our Products &
Services
Description
Immediate
Benefits
Benchmarking
Reports
Benchmarking reports are for fast and
effective access to fully comprehensive
research projects
Understand and apply crucial benchmark
metrics and lessons learned
Find out actionable best practices via process
maps, info graphics and case studies
Best Practice
Database
Online database provides clients with access
to $40 Million+ Best Practice benchmark
research and case studies
Save time through powerful search
capabilities for ongoing key business issues
Access to latest research, and top trends in
the various areas of life sciences sector
Research &
Consulting
Custom research and consulting service is a
great fit for complex business areas such as;
strategy, trends, budgeting & staffing levels,
performance measures, process &
organizational structure
@BestPracticesNC
Explore answers from 300,000+ industry
leaders and insights to critical questions
through customized research focusing on
productivity and world-class excellence
Bestpracticesllc
Copyright © Best Practices®, LLC ♦ 6350 Quadrangle Drive, Suite 200,♦ Chapel Hill, NC 27517 ♦ Ph.: 919-403-0251 ♦ www.best-in-class.com
www.whybenchmarking.com
Notes de l'éditeur Thank you for your time today. During our call I would like to share some recent data and insights from your peers in Medical Affairs. As you can see we work with many pharmaceutical organizations focusing on the challenges that they face. There are several core areas that we address including Medical Affairs.
The Medical Affairs Consortium will help Medical Affairs Leaders by answering 3 key questions:
1. How can we structure for success
2. How do we navigating through compliance
3. What are the best ways to Demonstrate our value to the Business
Here is a brief overview of our Project Methodology. A client will come to us with a particular challenge, in this case, how to develop a best-in-class Medical Affairs Function. We partner with our client to help them articulate the key business issue that they are facing, develop a survey instrument to gather data, connect the client with a peer benchmark group and lastly, analyze the data and provide key recommendations to move forward.
Here is a brief overview of our Project Methodology. A client will come to us with a particular challenge, in this case, how to develop a best-in-class Medical Affairs Function. We partner with our client to help them articulate the key business issue that they are facing, develop a survey instrument to gather data, connect the client with a peer benchmark group and lastly, analyze the data and provide key recommendations to move forward.
Conventional: The conventional Approach has been to grow with the organization and leadership. Traditionally, companies start with a focus on setting up to be a support function without thinking about the Value they can deliver to the organization. Many of our partners stated that they have a medical affairs organization in place because “the corporation says we need one, so we have one”
The chart on this page illustrates the traditional stages/evolution that Medical Affairs Functions go through. If you’re just growing with the organization, then you will eventually hit a ceiling in terms of resources, investments, and the ability to drive value. It’s only a matter of time before your investments will be challenged as products mature.
Through our survey and conversations with over 50 Medical Affairs Leaders, we identified several key challenges that they are facing:
-How to structure the function for success,
-Navigating through ever-changing regulatory requirements,
- Moving from a support only function to a Strategic Partner,
Ultimately this about how the Medical Affairs Function delivers and communicates value to the Business.
Most organizations begin with gaining support from Senior Leadership and therefore getting adequate resources, but as you can see there are many other Critical Success factors that Medical Affairs Leaders need to be focusing on. This is the pathway to developing a successful and valuable function – as identified by your peers.
The Medical Affairs Consortium will give you access to:
-Our Medical Affairs Database
-Participation in and access to ongoing support on Medical Affairs Excellence which will include guiding the survey questions
-Quarterly Webinars by our Advisors as well as peer Medical Affairs Leaders from leading companies
-Customized “Health” Check within Each Report – see where you stand across the benchmark
-Access to Best Practices Research Advisors – call on our Advisors to understand how others are using the data and insights from the research
-Monthly Newsletter collecting key Insights from our research
Thank you for your time today. During our call I would like to share some recent data and insights from your peers in Medical Affairs. As you can see we work with many pharmaceutical organizations focusing on the challenges that they face. There are several core areas that we address including Medical Affairs.