Medical Affairs Consortium 2014

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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.

Best Practices Medical Affairs – Accessing IntelligenceBest Practices Medical Affairs – Accessing Intelligence

• 300,000+ Business Professionals

• 86% of Fortune 100 Companies

• $40 million+ in benchmarking

analysis, insights and findings


Range and Depth of our Medical Affairs SupportRange and Depth of our Medical Affairs Support


Best Practices Medical Affairs Services 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?


BENEFITS OF JOINING THE MEDICAL AFFAIRS CONSORTIUM

Best Practices Medical Affairs Consortium – BenefitsBest Practices Medical Affairs Consortium – Benefits

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 field-based 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


Medical Affairs Consortium – Project Methodology Medical Affairs Consortium – Project Methodology

Project Shaping Benchmark SurveyLessons Learned

Secondary Research

• 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

Best Practice Blueprint for Excellence

• Identify industry business Issues

• Identify industry needs & objectives

• Articulate key issues to probe in field research

• Scope and scale project

• Engage all constituents

Field Research Process

• 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

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.


Medical Affairs Consortium – TimelineMedical Affairs Consortium – TimelineMonth-I Month-II Month-III Month-IV Month-V Month-VI Month-VII Month-VIII Month-IX Month-X Month-XI Month-

XII

30-45 days

Survey Creation and Launch

75-90 days

Data Analysis,Secondary Research & 1st Roundtable Client

Deliverable

1st RT*

30 days

1st Roundtable Summary Deliverable 45-60 days

Data Analysis,Secondary Research &

2nd Roundtable Client

Deliverable

2nd RT*

30 days

2nd Roundtable Summary

Deliverable

3rd RT*

45-60 days

Data Analysis,Secondary Research &

3rd Roundtable Client

Deliverable

30 days

3rd Roundtable Summary

Deliverable

* Note: RT= RoundtableThe roundtable times are open to change (15-day range) for adjustment to members’ schedules.


Groups in the formative stage can learn from the less lean, more established groups in our study.

Medical Affairs Function: Maturation Process Medical Affairs Function: Maturation Process

Medical Affairs Functional Maturity

Me

dic

al A

ffair

s M

ana

gem

ent

MA in Formative Stage: Escalating MA Capabilities: Established MA: 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

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

500K – 5M spend 1-10 FTEs

5M – 75M spend 11-120 FTEs

75M+ spend 120+ FTEs

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

Copyright © Best Practices, LLC 6350 Quadrangle Drive, Suite 200, Chapel Hill, NC 27517 Ph.: 919-403-0251 www.best-in-class.com8

Medical Affairs Function: LeadershipMedical Affairs Function: Leadership

Leadership

*Other: Chief Scientific Officer, Head Of Medical Affairs. 1: “Best Practices’ Report: Building Best-In-Class Capabilities For Medical Affairs”

Emerging Markets SegmentMature Markets Segment

(n=20) (n=7)

Medical Affairs’ leadership is on the rise with 80% above director level within the Mature Markets Segment.


Medical Affairs Function: Challenges Confronting The LeadersMedical Affairs Function: Challenges Confronting The Leaders

Hierarchy of Impact: Identifying Challenges with Greatest Impact


Medical Affairs Function: Change In Medical Affairs BudgetsMedical Affairs Function: Change In Medical Affairs BudgetsMedical / 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


Field Medical Team: Value Of ActivitiesField Medical Team: Value Of Activities

Higher Value

Lower Value

Value For Internal Stakeholders

Value For External Stakeholders*

Scientific Interactions

Thought leader management

Speaker training & development

Managed care / formulary support

Interaction with national associations & societies

Gather competitive intelligence

Scientific Interactions

Clinical trial related activities

Managed care / formulary support

Product and pipeline communication

Congress support and attendance

Speaker training and development

*Note: Several studies with key thought leaders from Best Practices’ databaseInternal 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.

Value of field medical team activities is different for internal and external stakeholders.


Field Medical Team: Skills and CompetenciesField Medical Team: Skills and Competencies

“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: Operate effectively under strict regulations

Managed Market /

Formulary Support

Thought Leader Mgmt.

Clinical Trial

Support Scientific Interaction

With Payers and Providers

Product Lifecycle Planning Support

Sales and Marketing Support

CoreResponsibilities

Skill: Partner with commercial and R&D colleagues

Skill: Familiarity with commercialization process and market dynamics

Skill: Strong knowledge and experience with health outcomes data.

Skill: Strong communication capabilities

Skill: Strong scientific and technical skills

*Source: Building Best-In-Class Capabilities In Medical Affairs – 2012 .

Acquisition of the right talent is crucial for strong field medical team capabilities.


Field Medical Team: Budget BreakdownField Medical Team: Budget Breakdown

Budget Breakdown

(n=7)(n=15)

Mature Markets Emerging Markets

Salaries capture the highest percentage of the Medical Affairs spend with 59% in the mature markets segment and 49% in the emerging markets segment.


Ten key themes shared by benchmark partners for developing and maintaining an effective Medical Affairs function:

Critical Success Factors For An Effective Medical Affairs FunctionCritical Success Factors For An Effective Medical Affairs Function

Critical Success

Factors for Effective

Medical Affairs

Critical Success

Factors for Effective

Medical Affairs


Best Practices Medical Affairs ConsortiumBest Practices Medical Affairs Consortium

All consortium members participate in creating the study. Take a look at these other benefits:


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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

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Ask us what approach is right

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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

Competitive Benchmarking Helps You Mine For Your AdvantageCompetitive Benchmarking Helps You Mine For Your Advantage


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.

Best Practices, LLC Medical Affairs – Accessing IntelligenceBest Practices, LLC Medical Affairs – Accessing Intelligence

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Medical Affairs Consortium 2014

Health & Medicine

Transcript of Medical Affairs Consortium 2014