Attending medical conferences is an important activity for Medical Science Liaisons (MSLs). The value of MSL and Key Opinion Leader (KOL) engagement during medical conferences is crucial to the success of a product and plays a critical role in advancing medical knowledge, fostering collaborations, driving innovation, and improving patient care.
To better understand how MSLs are maximizing KOL engagement during medical conferences, including specific activities, the technology used for planning, the number of 1×1 KOL meetings scheduled, medical booth engagements, and post-conference reporting (among other details), the MSL Society conducted a global survey from February 10th to March 3rd, 2023. The survey received 521 responses from 48 countries.
SURVEY DEMOGRAPHICS
The vast majority of both global and U.S. respondents (80%) work for Pharmaceutical/Biotechnology companies while the remaining respondents work for a variety of company types including Medical Device, Diagnostic, Contract Research Organizations (CROs), Contract MSL Organizations, and Others company types (Figures 1 and 2).
Figure 1. Global Executive Management/VP of Medical Affairs, Manager/Director of MSLs (or equivalent title), MSL, Sr. MSL, Medical Advisor (or equivalent title)
Figure 2. U.S. Executive Management/VP of Medical Affairs, Manager/Director of MSLs (or equivalent title), MSL, Sr. MSL, Medical Advisor (or equivalent title)
YEARS OF EXPERIENCE
The survey included a good representation of broad years of experience both Globally and from the U.S. Interestingly, the majority of the respondents (Global and U.S.) had less than 3 years of experience.
Figure 3. Global Executive Management/VP of Medical Affairs, Manager/Director of MSLs (or equivalent title), and MSL, Sr. MSL, Medical Advisor (or equivalent title)
Figure 4. U.S. Executive Management/VP of Medical Affairs, Manager/Director of MSLs (or equivalent title), and MSL, Sr. MSL, Medical Advisor (or equivalent title)
TECHNOLOGY USED FOR CONFERENCE ATTENDANCE AND PLANNING
The predominant technology primarily utilized by MSL teams for conference attendance and planning, both in the U.S. (50% ) and Globally (43%) is Excel and/or Word. A large percentage of teams also primarily utilize a conference app for conference attendance and planning (Figures 5 and 6).
Figure 5. Global Executive Management/VP of Medical Affairs, Manager/Director of MSLs (or equivalent title), and MSL, Sr. MSL, Medical Advisor (or equivalent title)
Figure 6. U.S. Executive Management/VP of Medical Affairs, Manager/Director of MSLs (or equivalent title), and MSL, Sr. MSL, Medical Advisor (or equivalent title)
NUMBER OF 1 X 1 KOL MEETINGS SCHEDULED/CONFIRMED DURING A MEDICAL CONFERENCE
Both in the U.S. and globally, the majority of MSLs (62% ) typically schedule/confirm between two-five 1 x 1 Key Opinion Leader (KOL) meetings during a medical conference (Figures 7 and 8).
Figure 7. Global MSL, Sr. MSL, Medical Advisor (or equivalent title)
Figure 8. U.S. MSL, Sr. MSL, Medical Advisor (or equivalent title)
AVERAGE NUMBER OF 1 X 1 FACE-TO-FACE KOL ENGAGEMENTS IN A MEDICAL BOOTH DURING A MEDICAL CONFERENCE
In terms of MSLs working in a Medical Booth during a Medical Conference, 20% of Global MSLs, on average, report having 3 1×1 face-to-face KOL engagements per day. On the other hand, U.S. data indicates that 20% of MSLs typically have 5 1×1 face-to-face KOL engagements per day. (Figures 9 and 10).
Figure 9. Global MSL, Sr. MSL, Medical Adviser (or equivalent title)
Figure 10. U.S. MSL, Sr. MSL, Medical Advisor (or equivalent title)
NUMBER OF KOL ENGAGEMENTS ON AVERAGE PER DAY WORKING IN A MEDICAL BOOTH DURING A MEDICAL CONFERENCE
47% of Global MSLs and 52% of U.S. MSLs believe the number of KOL engagements per day while working in a medical booth remained the same, compared to pre-pandemic in-person conferences (Figures 11 and 12).
Figure 11. Global MSL, Sr. MSL, Medical Advisor (or equivalent title)
Figure 12. U.S. MSL, Sr. MSL, Medical Advisor (or equivalent title)
NUMBER OF 1×1 FACE-TO-FACE KOL ENGAGEMENTS PER DAY OUTSIDE OF A MEDICAL BOOTH DURING A MEDICAL CONFERENCE
Outside of a Medical Booth during a Medical Conference, the majority of both Global (81%) and U.S. (83%) MSLs state that they have 1-5 1×1 face-to-face KOL engagements per day (Figures 13 and 14).
Figure 13. Global MSL, Sr. MSL, Medical Advisor (or equivalent title)
Figure 14. U.S. MSL, Sr. MSL,Medical Advisor (or equivalent title).
CLARITY OF DIRECTION FROM MANAGEMENT WITH REGARDS TO SPECIFIC INFORMATION IN POST CONFERENCE REPORT
Majority of Global MSL Leaders (83%) and Global MSLs (71%) report that management and/or other internal stakeholders provide clear direction on the specific information to be gathered and synthesized by the MSL team (Figures 15 and 16). 77% of U.S. MSL Leaders and 73% of MSLs agree with this statement (Figures 17 and 18).
Figure 15. Global Executive Management/VP of Medical Affairs and Manager/Director of MSLs (or equivalent title)
Figure 16. Global MSL, Sr. MSL, Medical Advisor (or equivalent title)
Figure 17. U.S. Executive Management/VP of Medical Affairs and Manager/Director of MSLs (or equivalent title)
Figure 18. U.S. MSL, Sr. MSL, Medical Advisor (or equivalent title)
CONTRIBUTION/PRODUCTION OF POST CONFERENCE REPORT BY MSL TEAM IN ATTENDANCE
Both in the U.S. and globally, the majority of MSLs (96% ) agree that the MSL team attending a medical conference is expected to contribute to or produce a post-conference report (Figures 19 and 20).
Figure 19. Global Executive Management/VP of Medical Affairs, Manager/Director of MSLs (or equivalent title), and MSL, Sr. MSL, Medical Advisor (or equivalent title)
Figure 20. U.S. Executive Management,/VP of Medical Affairs, Manager/Director of MSLs (or equivalent title), and MSL, Sr. MSL, Medical Advisor (or equivalent title)
CLARITY OF DIRECTION FROM MANAGEMENT WITH REGARDS TO POST CONFERENCE REPORT EXPECTATIONS
Data shows that the majority of Global MSL Leaders (77%) and Global MSLs (66%) answered ‘True’ to the statement that clear direction is provided by management or other internal stakeholders regarding the content of a post-conference report. U.S. data also shows that the majority of MSL Leaders (78%) and MSLs (65%) agreed with this statement (Figures 21-24).
Figure 21. Global Executive Management/VP of Medical Affairs and Manager/Director of MSLs (or equivalent title)
Figure 22. Global MSL, Sr. MSL, Medical Advisor (or equivalent title)
Figure 23. U.S. Executive Management/VP of Medical Affairs and Manager/Director of MSLs (or equivalent title)
Figure 24. U.S. MSL, Sr. MSL, Medical Advisor (or equivalent title)
POST MEDICAL CONFERENCE REPORT UTILIZATION BY MEDICAL AFFAIRS/MSL LEADERSHIP
Majority of both Global MSL Leaders (90%) and Global MSLs (77%) as well as U.S. MSL Leaders (92%) and U.S. MSLs (76%) state that Medical Affairs/MSL leadership effectively utilize post-medical conference reports produced or contributed by the attending MSL team (Figures 26-28).
Figure 25. Global Executive Management/VP of Medical Affairs and Manager/Director of MSLs (or equivalent title)
Figure 26. Global MSL, Sr. MSL, Medical Advisor (or equivalent title)
Figure 27. U.S. Executive Management/VP of Medical Affairs and Manager/Director of MSLs (or equivalent title)
Figure 28. U.S. MSL, Sr. MSL, Medical Advisor (or equivalent title)
Conclusion
The MSL Society conducted an online survey from February 10th to March 3rd, 2023, with 521 responses from 48 countries. The survey aimed to provide a comprehensive understanding of KOL engagement and MSL attendance at Medical Conferences. Key areas of focus included the frequency of KOL engagements, considerations related to post-conference reports, and gathering essential data across various sectors such as biotechnology, medical devices, and healthcare companies that employ MSLs and MSL Leaders.
Reference:
1. 2023 MSL Activities: KOL Engagement During Medical Conferences. 2023 MSL Society
About the author:
Samuel Dyer, MD, PhD
Dr. Samuel Dyer is the CEO of the Medical Science Liaison Society and has over 25 years of international MSL experience. During his career, he has managed MSL teams and operations in over sixty countries across the United States, Canada, Europe, Africa, the Middle East, Australia, and New Zealand. He has facilitated the successful launch of pharmaceutical and medical device products for both Fortune 500 pharmaceutical companies and small biotechnology companies.
Dr. Dyer has coached, interviewed, and reviewed the CVs of countless aspiring MSLs. His insights and guidance have resulted in hundreds of aspiring MSLs successfully breaking into their first roles.
While leading the MSL Society, he has conducted MSL training programs for over 75 pharmaceutical, biotechnology, and medical device companies in more than 15 countries. Dr. Dyer has also written extensively on the Medical Science Liaison profession, including numerous published articles, benchmark studies, and reports. He has been the keynote speaker and moderated numerous international conferences on various MSL–related topics, including creating teams, management, MSL training, proper utilization of MSLs, global trends, and the KPIs and metrics used to measure MSL performance. Dr. Dyer has also served as a resource and consultant on several MSL–related projects for several organizations, including McKinsey & Company and Bain & Company.
Dr. Dyer has an MD from Washington University (Health & Science) School of Medicine, a PhD in Health Sciences from Touro University, a Master’s degree in Tropical Biology (where he studied in the Amazon) from Southern Illinois University Edwardsville, and a Bachelor’s degree in Biology from the University of the State of New York. Dr. Dyer also completed a certificate program for Executive Leadership and Strategy in Pharmaceuticals and Biotechnology at the Harvard Business School.
Dr. Dyer is the author of the multi-award-winning and Amazon #1 Best Seller, The Medical Science Liaison Career Guide: How to Break into Your First Role (https://amzn.to/4aoYcZp). The book is the first and only step-by-step guide on how to break into the MSL profession and it has received multiple prestigious awards, including:
- 2024 Winner of the American Legacy Book Awards in the Business: Careers category.
- 2024 “Gold Award” Winner – Literary Titan Book Awards in the Career category.
- 2023 “Best Book” Winner – Pinnacle Book Achievement Award in the Career Development category.
He is also the author of the Medical Science Liaison Job Application Tracking & Interview Self-Evaluation Journal (https://amzn.to/49n6MGR).
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