In order to maximize KOL interactions, MSLs must develop dynamic communication approaches (including soft and hard skills) to promote valuable discussion and partnerships. Understand how to map KOLs, establish effective communication, and navigate the compliance concerns surrounding these communications.
Establish Effective Thought Leader Mapping Techniques:
- Establish an approach to KOL engagement with clear objectives, targeted segmentation, and expertise driven outreach
- Highlight available thought leader mapping strategies used to dissect a specific geographic region in a particular therapeutic
- Learn key performance indicators (KPIs) for measuring the quality of the engagement, information obtained, and MSL performance
Develop Interpersonal Skills to Maximize Efficiency within KOL Interactions:
- Establish the soft skills necessary to engage KOLs and effectively capture insights
- Strategically consider how and where to disseminate thought leaders’ insights
- Pinpoint the tools used to maintain interest and leverage useful information from a thought leader
Maintain Compliance When Providing Medical and Scientific Evidence to Internal and External Stakeholders:
- Answer off-label questions, while maintaining compliance
- Report levied information, including negative feedback to internal key stakeholders
- Develop techniques for MSLs to compliantly stimulate scientific discussion with thought leaders and acquire vital information that can be used for both clinical and commercial purposes
There is a 15 Minute coffee and networking break from 10:30-10:45 AM
Medical Affairs teams are redefining their organizational structures to meet the needs of the evolving value-based environment, changing the role and responsibilities of the MSL throughout the product lifecycle. Examine the evolving role MSLs are playing within internal operating models and stakeholder engagement.
- Examine KPIs for the role of the MSL and how to communicate that value to senior leaders
- Examine how MSLs add value to external stakeholders and how to communicate that value within the organization
- Discuss the role of the MSL throughout a product’s life cycle
Executive Vice President R&D and Chief Medical Officer
Beyond Spring Pharmaceuticals
Vice President, North America Medical Affairs, Hospital Business
Pfizer Biopharmaceuticals Group
The federal government uses the False Claims Act as a powerful tool to combat health care fraud. MSLs can be important sources of evidence in governmental investigations under the False Claims Act, because MSLs communicate scientific evidence with KOLs. These KOLs, in turn, affect how pharmaceutical products, drugs, and medical devices are used based on the scientific evidence. MSLs and other members of field medical teams therefore need to understand the concepts underlying this regulatory framework and its effect upon scientific exchange, off-label communication, and the rules and regulations governing the industry from a federal enforcer’s perspective.
- Understand how the False Claims Act affects the work of MSLs
- Identify trends in federal enforcement affecting communication of scientific studies and research
- Discuss how the law has evolved to respond to increasingly complex medical science and technology
- Gain insight into on-and off-label communication guidelines
Assistant US Attorney, Attorney's Office for the Eastern District of Pennsylvania
United States Department of Justice
Both clinical and commercial entities within a life science organization engage and interact with thought leaders, physicians, scientific partners and patients (groups) to serve their respective goals. It is imperative for medical affairs teams to work with clinical and commercial teams to avoid the duplication of efforts and comply with the guardrails of communication of scientific evidence. Understand how MSLs can work collaboratively and compliantly with their commercial counterparts in specific to align priorities, goals, and product strategies.
- Learn to effectively manage the relationship between a sales representative and an MSL to achieve common goals
- Understand how to mitigate common compliance pitfalls when interacting with commercial teams
- Discover activities where MSLs can collaborate with commercial colleagues to deliver scientific and medical support to the organization and best utilize the MSLs’ expertise
Vice President, Clinical Development, Medical Affairs
The MSL role varies from company to company ranging from pure field-based roles to hybrid roles that include both KOL and brand development responsibilities. More PharmDs, PhDs, MSs, and NPs are entering the MSL position. Both experienced and entry-level MSLs must examine the dimensions involved in being successful in the MSL role. In this panel discussion, hear from key leaders in the industry who are reshaping the definition of an MSL and redefining the path to success.
- Discuss the new skill sets and experiences necessary to find success in an MSL role
- Gain insight into the challenges facing MSLs across therapeutic areas
- Discuss the advantages and pitfalls of transitioning various scientific backgrounds (PharmDs, PhDs, MDs, NPs) into an MSL position
- Capitalize on field medical’s access to therapeutic area experts’ medical and scientific guidance
- Instill a culture for MSLs that enhances their overall value to the medical affairs arm of a life science organization
Amyloidosis Field Medical Director, Team Lead
Pfizer Biopharmaceuticals Group, U.S. Medical Affairs
In a value-based landscape, payer requirements are shifting, resulting in payer partnerships to be based on value rather than price. In addition to raising awareness of the clinical and economic attributes of new products, it is critical that medical affairs teams communicate the distinction between their drug and therapeutic alternatives. With the ability to educate key opinion leaders (KOLs) and population based decision makers (PBDM), a well-executed medical affairs launch strategy and field medical team can help inform payers and providers regarding both the clinical and economic promise of a new therapy. To demonstrate value, manufacturers are leveraging Health Economic and Outcomes Research data and field medical liaisons (MSL, HOL, or Managed Care Liaison) as the medical “expert to describe the effectiveness and impact of a product, bring disease awareness, and communicate the data to payers.” Understand how MSLs can optimize pharma and payer communications to maximize the role of field medical liaisons in value demonstration.
- Communicate the clinical and economic value of compounds to payers
- Provide disease state insights to help manage the classes of medications within therapeutic areas
- Understand what can be communicated through FDAMA Section 114
- Gain insight into the role of field medical liaisons in communicating scientific evidence and HEOR data to payers
Vice President, US Medical Affairs, Customer Engagement, Value, Evidence and Outcomes