Measuring MA value: Outcomes-based KPIs

Recent posts here have addressed various metrics that are necessary to gauge Medical Affairs performance and demonstrate value, including internal quality measures, MA management assessments and value to key opinion leaders. The final piece of the puzzle involves measuring the impact of all the preceding efforts. Once it was enough to count new prescriptions. Today’s consultative environment requires objective measures that assess the KOLs’ views of disease states and treatment profiles in a given therapeutic area relative to the viewpoints presented by medical science liaisons.

Outcomes-based key performance indicators must assess the critical thinking on medical and scientific issues that drive KOL’s decision-making and track changes in their decision-making at different points in the pharmaceutical life cycle. It’s important to understand how they would approach various medical problems in the therapeutic area by identifying their preferences for treatment regimens, mechanism of action, Standard of Care decisions and product safety/efficacy, as well as their thinking on current issues that impact their decision-making. Obtaining this information while maintaining regulatory compliance is challenging, but not impossible. Clinical SCORE has developed a proprietary process that is company/product/MSL agnostic and reviews each research project with Compliance to ensure that it follows all internal Compliance regulations.

A blinded, third-party research approach gives MA management the big picture — complete information on KOL thinking through your and your competitor’s products’ lifecycles. It also helps organizations understand the extent to which KOL thinking aligns with their own company’s medical thinking and enables MA to assess all aspects of that thinking by specialty, region, the type of opinion leader and the MSL’s degree. To learn more, click here or call Gary Kaplan at 610-324-2798.

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