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New Study Shares Benchmarks for Medical Science Liaisons: Gaining Access and Forging Relationships with Key Opinion Leaders

CHAPEL HILL, N.C., Feb. 16 /PRNewswire/ -- New research has shown that 78 percent of companies continue to utilize their medical science liaison (MSL) resources to maximize growth potential for post-launch activities. As laws continue to restrict relationships between pharmaceutical companies and physicians, finding the right way to time, build and maintain relationships can have a dramatic impact on a products success and company profit levels. Many organizations wonder if they are using their MSL resources to the right capacity. Nearly two-thirds of companies prefer a closer relationship of one manager to 10 or fewer medical specialists. However, a full third of companies move in the other direction with managers overseeing 11 to 16 or more liaisons. This research uncovers benchmarks from industry leaders regarding the optimal size, mix and service frequencies of these elite medical specialist groups in an effort to build strong, productive relationships.

To view the study abstract or complimentary summary of the full report "Medical Science Liaisons: Gaining Access and Forging Relationships with Key Opinion Leaders" click on the following link

In a benchmarking study that included such influential companies as Astrazeneca, Boehringer Ingelheim, Eli Lilly, Genentech, Janssen, Medtronic, Novartis, Novo Nordisk, Shire and many others, a variety of key topics were covered, including:

  • Pre-Launch Service Activities
  • Post-Launch Service Activities
  • Drivers of Group Size & Focus
  • Structuring & Aligning Field-Based Liaisons With Sales Organizations
  • Optimal Call Frequencies and Service Levels with Thought Leaders

Among the key tools for implementation and evaluation given in this report are:

  • Market Monitoring Systems
  • Competition Monitoring
  • Liaison Value Tracking
  • Liaison Sales Force Size Determinants
  • Product Lifecycle
  • Thought Leader Coverage
  • Franchise Objectives
  • Revenue Levels
  • Call Frequency
  • Sales Force Productivity
  • Liaison Productivity

For more information on this study or the Best Practices, contact Ben Gregory at or (919) 767-9160. To access a full copy of the report or download a free excerpt, click the following link:


Best Practices, LLC, conducts work based on the simple yet 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 companies. For more than 15 years, our highly credentialed research staff has conducted primary research exclusively for our Fortune 500 client base.

SOURCE Best Practices, LLC
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