Establishing MENA Standards for Field Medical Performance Excellence

Industries Profiled:
Health Care; Pharmaceutical; Diagnostic; Biopharmaceutical; Manufacturing; Biotech; Consumer Products; Medical Device; Chemical; Clinical Research; Laboratories


Companies Profiled:
Abbott; AbbVie; Alexion Pharmaceuticals; Alkermes; Astellas; AstraZeneca; Bayer; BioMarin; Boehringer Ingelheim; Bristol-Myers Squibb; Celgene; Chiesi; Clovis Oncology; CSL Behring; Curis; Daiichi Sankyo; Dermavant Sciences; Dompé; Eisai; Eurofarma; Exact Sciences; Galapagos; GE Healthcare; Genentech; Gilead Sciences; GlaxoSmithKline ; Grünenthal; Horizon Therapeutics; Ipsen; Janssen; Jazz Pharmaceuticals; Kyowa Kirin; Lundbeck; Merck; Merck KGaA; Merus; Novartis; Novo Nordisk; OM Pharma; Orchard Therapeutics; Pfizer; Radius Health; Inc.; Sanofi; Seres Therapeutics; Servier; Sunovion; Supernus; Takeda Pharmaceuticals; Teva Pharmaceutical Industries Ltd; UCB Pharma; Ultragenyx; Vertex Pharmaceuticals

Study Snapshot

This report provides benchmarks and insights specific to the MENA region. The data from this study is drawn from a larger global pool of field leaders, featuring 448 survey responses from 100+ biopharma manufacturers worldwide. The data is meticulously segmented at the regional level to provide nuanced insights.

Best Practices, LLC also leveraged its propriety Field Medical Excellence database to provide additional benchmarks tailored to align with diverse portfolio considerations.

Key topics covered in this report include:

• Effective Field Performance Metrics in the MENA Region
• Field Medical Excellence Framework
• Target and Engagement Levels of KOLs in the MENA Region
• Average MSL Time Spent in KOL Interactions and on Internal Activities
• Field Medical Staffing Footprint in the MENA Region
• Key Lessons Learned for Measuring MSL Impact in the MENA Region

• Value Assigned to F2F Interactions: In MENA, 71% of organizations prioritize increasing face-to-face interactions by assigning them greater value on the MSL scorecard.

• MENA Engagement Mix: Key Opinion Leaders (KOLs) dominate engagement in the MENA region, comprising 62% of the overall focus. The remaining engagement comprises 31% Healthcare Professionals (HCPs), 1% payers, and 6% other stakeholders.

• Business objectives and research methodology used
• Regions examined in this benchmark study
• Participating benchmark companies
• Global benchmarking findings: Quick takeaways and recommendations
• Summary of regional data: MENA
• Most effective and utilized field metrics for assessing and demonstrating the value of MSLs
• Defining “monthly interactions”
• Distinguishing an "actionable" insight from other kinds of insights
• Definitions of "actionable insights" from the field
  Crafting a global framework for excellence in field medical engagement
• Metrics to assess MSL performance
• Lessons learned around MSL time allocation in the field and on external activities

• Average number of tiered vs. non-tiered KOLs per MSL in the MENA region
• Monthly KOL and F2F interactions in the MENA region
• MSL’s average time spent in each thought leader interaction in the MENA region
• Weighting criteria for various interaction types on the MSL scorecard – MENA region
• Optimal and widely utilized field metrics for assessing and showcasing MSL impact in the MENA region
• Metrics for engaging non-tiered KOLs in the MENA region
• Average MSL time in the field (days per year) in the MENA region
• Percentage of MSL time spent on external, internal and logistics activities in the MENA region
• Weekly MSL time allocation on each activity stream in the MENA region
• Percentage of overall targets that can be classified as KOLs, HCPs, payers, or other external stakeholders in the MENA region
• MENA region field medical staffing footprint
• Span of control: Number of MSLs per MSL manager in the MENA region