{
  "docId": "019dd923-5de0-76bd-a164-b379a670e044",
  "docSlug": "b4f2681428d8f064",
  "documentTitle": "Medical Affairs Outlook Report",
  "authorId": "ZS",
  "authorName": "ZS",
  "documentKindSlug": "consulting-deck",
  "documentKindLabel": "Consulting deck",
  "sourceTypeSlug": "strategy_consulting",
  "sourceTypeLabel": "Strategy consulting",
  "presentationDate": null,
  "orientation": "landscape",
  "aspectRatio": 1.294,
  "pageNumber": 9,
  "pageCount": 16,
  "prevPage": 8,
  "nextPage": 10,
  "slideType": "key_takeaways",
  "function": "summarize",
  "density": "overcrowded",
  "nDataPoints": 4,
  "notes": "The slide discusses survey results from 2017 and 2018 regarding MSL roles and access.",
  "elementsJson": [
    "paragraph",
    "callout_box"
  ],
  "metadataConfidence": 0.9,
  "imagePath": null,
  "slideHref": "/slides/019dd923-5de0-76bd-a164-b379a670e044/9",
  "deckHref": "/decks/019dd923-5de0-76bd-a164-b379a670e044",
  "deckJsonHref": "/decks/019dd923-5de0-76bd-a164-b379a670e044.json",
  "deckAnchorHref": "/decks/019dd923-5de0-76bd-a164-b379a670e044#slide-9",
  "components": [
    {
      "bbox": {
        "h": 0.15,
        "w": 0.28,
        "x": 0.08,
        "y": 0.32
      },
      "kind": "callout",
      "text": "A higher percentage of field-based respondents believe that MSLs contribute to HEOR and payer support compared to HQ-based respondents.",
      "attrs": null,
      "subkind": "primary",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "590e20a4-7172-42f0-b8ac-9b0723050ad9",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": null,
      "kind": "metric",
      "text": "MSL contribution to HEOR and payer support: 67%",
      "attrs": null,
      "subkind": "primary",
      "toolName": "Quantification",
      "toolSlug": "quantification",
      "confidence": null,
      "componentId": "019dd951-edaa-73b9-9027-ef7cc1148855",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.15,
        "w": 0.58,
        "x": 0.35,
        "y": 0.485
      },
      "kind": "paragraph",
      "text": "The primary focus of MSL pre-launch activities continues to be HCP and KOL identification, relationship-building, education and obtaining industry insights from the field. In addition to maintaining external relationships and uncovering insights, MSLs are used as an internal resource to conduct trainings and support clinical trials, including recruitment. A key takeaway from the survey data included a geographical difference in pre-launch activities. There are notable differences between U.S.-based respondents vs. global and HQ respondents; global or HQ respondents reported a significantly higher percentage of MSL support for all pre-launch activities.",
      "attrs": null,
      "subkind": "paragraph",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "2007f1ff-3acf-41cf-a952-ecb586e86333",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.1,
        "w": 0.58,
        "x": 0.35,
        "y": 0.705
      },
      "kind": "paragraph",
      "text": "Post-launch, MSLs are expected to shift activities and focus on additional tasks such as attending conferences, managing new sponsored research, HEOR and payer support, and planning medical publications. Of note, a higher percentage of field-based respondents believe that MSLs contribute to HEOR and payer support compared to HQ-based respondents (67% vs. 46%).",
      "attrs": null,
      "subkind": "paragraph",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "258545b5-c6e9-4f02-95d3-8b25557d3722",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.1,
        "w": 0.58,
        "x": 0.35,
        "y": 0.365
      },
      "kind": "paragraph",
      "text": "In 2017, when surveying medical affairs personnel on the timing of when medical affairs should become involved in the clinical development process, 82% of respondents indicated that they believe that medical affairs should begin involvement by phase II. Building on this, the 2018 survey highlights the continuing need for field medical involvement across pre-launch and post-launch activities.",
      "attrs": null,
      "subkind": "paragraph",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "3f31af82-1b6e-4ffe-bcf8-d0d614ae2544",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.15,
        "w": 0.58,
        "x": 0.35,
        "y": 0.155
      },
      "kind": "paragraph",
      "text": "On access to HCPs, half of the respondents indicated there was no change while the other half reported a mild to moderate decrease in access. In ZS discussions with MSL leadership and key opinion leaders (KOLs) through qualitative interviews, limited access was most often caused by unique situations such as HCPs not liking an MSL (rating the MSL as \"too pushy,\" for example) vs. a broader issue with the role. In other words, most KOLs and HCPs still see MSLs but may close their doors to individuals that do not meet their standards.",
      "attrs": null,
      "subkind": "paragraph",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "fdb57dea-8662-4b7e-ba60-d04e9fdf46d7",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.03,
        "w": 0.58,
        "x": 0.35,
        "y": 0.315
      },
      "kind": "title",
      "text": "Field Medical Activities Continue to Expand Across the Life Cycle",
      "attrs": null,
      "subkind": "headline",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "864319b8-d8ea-427c-bc24-eb867e73ee89",
      "frameworkName": null,
      "frameworkSlug": null
    }
  ],
  "metrics": [],
  "tools": [],
  "frameworks": [],
  "arcBeats": [
    {
      "to": 10,
      "from": 7,
      "beatId": "6c45f7c7-b369-44f8-8e84-2952a7e77cfa",
      "arcName": "The Consultant's Gambit",
      "arcSlug": "consultants-gambit",
      "beatName": "Evidence & Proof",
      "beatSlug": "consultants-gambit-evidence-proof",
      "evidence": "The document provides data and findings on medical affairs activities",
      "position": 2,
      "confidence": 0.8,
      "parentBeatName": "Evidence",
      "parentBeatSlug": "evidence"
    }
  ],
  "loops": [
    {
      "to": 13,
      "from": 3,
      "name": "Golden Circle",
      "slug": "11-golden-circle",
      "bestFor": "Visionary leadership, brand positioning, mission statements",
      "matchId": "10f9d7fc-3e39-49ac-9008-ac9f875fe008",
      "evidence": "The document provides insights and trends on medical affairs activities, highlighting its importance",
      "position": 0,
      "objective": "Why is medical affairs important?",
      "structure": "The Why (Belief) -> The How (Process) -> The What (Result)",
      "confidence": 0.7,
      "description": "Invert the typical pitch by starting with why you exist, rather than what you do"
    },
    {
      "to": 10,
      "from": 7,
      "name": "Jobs To Be Done",
      "slug": "53-jobs-to-be-done",
      "bestFor": "Product innovation, market entry, competitive positioning",
      "matchId": "785382ee-3dd0-4f07-b4ce-a4a92aee1476",
      "evidence": "The document provides data and findings on medical affairs activities",
      "position": 2,
      "objective": "What are the key activities and trends in medical affairs?",
      "structure": "The Customer's Job -> Current Solutions (Hired/Fired) -> Unmet Needs -> Our Solution Fit",
      "confidence": 0.7,
      "description": "Reframe the problem around what the customer is trying to accomplish, not what they're buying"
    }
  ],
  "imagePathAlt": null,
  "thumbSrc": null,
  "thumbSrcAlt": null,
  "locked": true
}