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Case Study: Medical Science Liaisons            With the advent of Corporate           Integrity Agreements, our client   ...
The Challenge: explore MSL management optionsand potential impact of a CIA                         What do MSLs          W...
Case Study Focus: MSL managementtrends and mitigating CIA-inducing risks                                •     General Obse...
Our initial assumption that those companies with CIAs wouldbe much less restrictive turned out to be untrue.  “How restric...
Using statistical analyses, we discovered that the correlation layinstead with risk perceptionA perception of low risk cor...
Best Practices Key Industry Insight: “Corporation’sresponse” has greater impact than the CIA itself                       ...
Therefore, we recommended that the Client must decide room for riskaversion in the future to set restrictions for MSL/KOL ...
Our research allowed us to establish the client’spositioning and make a recommendation                                   H...
About Us: Best Practices, LLC  We are a research and consulting firm that conducts work based on the  simple yet profound ...
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The BPLLC Advantatage: Case Study, MSL Management and CIA Impact

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A high-level glance at what we do, using the grounding example of a recent case study. See how Best Practices, LLC helped a client establish the potential impact of a Corporate Integrity Agreement and explore trends in MSL management.

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The BPLLC Advantatage: Case Study, MSL Management and CIA Impact

  1. 1. Case Study: Medical Science Liaisons With the advent of Corporate Integrity Agreements, our client came to Best Practices, LLC with several questions. Our team of experts explored ways to deliver exceptional MSL Services to various customer groups and stakeholders in an increasingly challenging business environment. Here’s what they found. 1
  2. 2. The Challenge: explore MSL management optionsand potential impact of a CIA What do MSLs What MSL management What do Medical How do MSLs develop provide to Key changes and risks have Science Liaisons Opinion Leaders arisen? How do and manage internal (MSLs) Services look (KOLs)? How do they Corporate Integrity and external like? What methods do so, and how Agreements impact relationships? do they employ? often? companies? Gather data and Improve MSL establish best management and practices from create value for benchmarking various customer class segments Your Problem Our Research Your Solutions 2
  3. 3. Case Study Focus: MSL managementtrends and mitigating CIA-inducing risks • General ObservationsResearch Focus Areas • KOL management • Internal services and activities • Payer group support and education • Hospital and health care access • Emerging trends and mitigating risks • MSL group structure and oversight Your Problem Our Research Your Solutions 3
  4. 4. Our initial assumption that those companies with CIAs wouldbe much less restrictive turned out to be untrue. “How restrictive is your company now compared to 12-24 months ago and how will it be in the next 12-24 months in regards to MSL interaction with healthcare providers?” Total Benchmark Class CIA Companies80% Compared to 12-24 (n=32) (n=8) Months ago Next 12-24 Months 63%60% 58% 54% 50% 42%40% 38% 38% 25%20% 13% 13% 4% 4% 0% More Restrictive No Change Less Restrictive More Restrictive No Change Less Restrictive Your Problem Our Research Your Solutions 4
  5. 5. Using statistical analyses, we discovered that the correlation layinstead with risk perceptionA perception of low risk correlates with a much lower likelihood of increased restrictions on MSLactivities, and vice versa, suggesting that those who fear a changing environment are morelikely to react with more stringent measures. Last 12 Months Next 2-3 Years 100% 0% 7% 15% 13% 80% 26% 52% Less 61% Restriction 40% 60% 75% No Change 77% 40% More 67% Restriction 46% 48% 20% 39% 25% 0% 10% High Risk Medium Risk Low Risk High Risk Medium Risk Low Risk Perceived Risk Level Your Problem Our Research Your Solutions 5
  6. 6. Best Practices Key Industry Insight: “Corporation’sresponse” has greater impact than the CIA itself “Even the parts of the organization that had no role in the malfeasance that caused the CIA to be put in place reacted in a way that neutered the organization. “It comes down to the corporation’s response to what is going on. If you get down to it the rules we play by are just suggestions by OIG, but if you cross the line and can document that money changed hands or something was done that was wrong or illegal. “Organizations get to that point, get slapped on the wrist that causes the pendulum to swing so far back the other way that the companies become ineffective.” – Director, Medical Affairs Your Problem Our Research Your Solutions 6
  7. 7. Therefore, we recommended that the Client must decide room for riskaversion in the future to set restrictions for MSL/KOL interactionsRisk aversion and regulatory intention metrics reveal that those forecasting an unfavorableenvironment will mitigate these risks by further restricting MSL activities. Likelihood respondents will become more restrictive with MSL activities over next two years, by risk group: S.D. = 16% As a high-risk 21%company, client Medium Risk Low Riskshould considerfurther policiesto mitigate risk High Risk -10% -14% over the next S.D. = 9% S.D. = 13% few years. Your Problem Our Research Your Solutions 7
  8. 8. Our research allowed us to establish the client’spositioning and make a recommendation However,• Company sees potential • Rather than make CIA on horizon decisions based on• Stricter regulations • CIA companies seem to be potential CIA, client should anticipated for industry minimally impacted act as do industry leaders: • Risk perception dominant in reaction to anticipated in companies’ MSL risks restriction decisions Now Future Your Problem Our Research Your Solutions 8
  9. 9. About Us: Best Practices, LLC We are a research and consulting firm that 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. Best Practices, LLC 6350 Quadrangle Drive, Suite 200, Chapel Hill, NC 27517 919-403-0251 best@best-in-class.com www.best-in-class.com

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