Three Ways to Get the Most from Your Field-Based Roles

Posted by Alex Turok on Wed, Apr 03, 2019

Howard Deutsch co-wrote this blog post with Alex Turok. 

The evolution in the U.S. healthcare ecosystem has made it more complex. Individual physicians and small group practices have given way to large, integrated health systems with an array of stakeholders who have different needs, expectations and motivations. To engage effectively in this environment, pharma has developed new field-based roles beyond the classic sales rep to help train nurses, create awareness of companion diagnostics and interpret biomarker test results, manage complex authorization processes and much more. Yet while these roles address critical steps along the patient journey, pharma can get significantly more value from their non-rep roles.


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What’s Driving the Growth of the Oncology Field Medical?

Posted by Sarah Jarvis on Thu, Oct 22, 2015

Over the past few years, many of my medical affairs field leadership clients across all therapeutic areas have considered expanding their field-based medical teams. What struck me recently was that easily half of these clients were the oncology field medical leadership. Being ZSers, our internal medical affairs team decided to run some quick analyses to see if we could figure out what was going on. What we discovered was startling.

The rule of thumb most often cited is that for every 10 sales reps, you should have 1 medical science liaison (MSL) in field. Based on data from a few years ago, this was absolutely the case, though, of course, individual companies and teams had wide variations based on business need and their historical presence with MSLs, among other factors. But, when we analyzed PharmaForce’s 2014 data on U.S. MSL and sales rep staffing levels, we saw that the general rule of 10 to 1 didn’t hold true for oncology (see Figure 1).

Figure 1

 

 


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