Reshaping Medical Affairs: delivering value to KOLs and payers

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Publication Date:
August 2014
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Historically, the key role of Medical Affairs was supporting the initial regulatory approval.  Today, that’s only the first hurdle.  Due to increasing healthcare costs and the need to make difficult value-based decisions, the data package is extensive.  Pharmaceutical companies must demonstrate the value of products through safety and efficacy trials, health economics trials and comparative efficacy trials, and medical affairs is taking on the bulk of the responsibility in providing that additional data package.

As the Medical Affairs role evolves, more questions arise.  And with each company defining the role differently, it is creating confusion.

Reshaping Medical Affairs: delivering value to KOLs and payers provides answers to pressing questions the industry is facing.  This report includes primary research from within the pharmaceutical industry and related consulting.  

Interested in taking a closer look? click here to request sample pages of this report. 

Key Questions Answered

  • What are the key functions of Medical Affairs teams?
  • How is Medical Affairs positioned in a variety of pharmaceutical companies?
  • How are Medical Affairs teams interacting with internal stakeholders?
  • How are Medical Affairs teams currently interacting with payers and KOLs?
  • What effect are the transparency regulations having on these relationships?
  • How has Medical Affairs evolved in recent years?

Top Benefits

  • Identify potential opportunities for improving performance of your Medical Affairs team
  • Determine ways to improve stakeholder relationships and show value
  • Find out how medical affairs can support the payer relationship
  • Understand what physicians are looking for from Medical Affairs professionals
  • Tap into ways to listen to the voice of the patient
  • Find examples of ways to evaluate quality and value to measure success

Interested in taking a closer look? click here to request sample pages of this report. 

Experts Interviewed

Interviews were conducted with the following individuals:

  • Dr Manolo Beelke, Director , Medical Monitoring (formerly medical affairs director at Merck Serono)
  • Dr Jeff Bloss, Senior vice president, medical affairs, Astellas
  • Julian Jenkins, Senior medical director , head of global medical affairs, Ferring Pharmaceuticals
  • Dr Blake Morrison, head of medical and scientific af fairs, Sunesis Pharmaceuticals
  • Dr David Williams, CEO and founding partner at Medical Affairs
  • A medical affairs consultant who was formerly in global medical affairs at a major pharmaceutical company
  • A medical affairs professional from a major pharmaceutical company

Table Of Contents

  • Executive summary
  • Research methodology and objectives
    • Terminology
  • The evolution of medical affairs
    • Defining the key functions of medical affairs
      • Data generation and research
      • Communication
      • Intelligence
      • Medical governance
    • The evolving role of medical affairs
      • The major changes in medical affairs in recent years
      • The relationship between medical affairs, market access and commercial
        • Strategic interaction between departments
        • The need for medical affairs approval of commercial information
      • Becoming more proactive
      • Training and education
      • Investigator initiated trials
      • Pharma sponsored phase IV studies
  • Building valued relationships with stakeholders
    • Demonstrating value to stakeholders
      • Adapting as healthcare provision changes
    • The role of medical affairs in the payer relationship
      • Collaboration between medical affairs and market access
      • Demonstrating value to payers
      • Answering payer questions
      • Accountable Care Organisations (ACOs)
      • Health economics outcomes research
    • Engaging with patient advocacy groups
      • Regulation on the promotion of medicinal products to patients
    • Engaging with physicians
      • The MSL role in KOL relationships
      • At what stage of development does KOL engagement begin?
      • Interacting with physicians when they have questions
      • Transparency regulation – what has changed since the Sunshine Act?
        • Could interpretation of the Sunshine Act stifle future innovation in the US?
      • Compliance
        • Cross-boundary regulatory compliance
      • Transparency, training and compliance tracking
    • Communicating via appropriate channels
    • Measuring success
      • Evaluating quality and value
      • Have we changed patients' lives?