the bpllc advantatage: case study, msl management and cia impact
TRANSCRIPT
Case Study: Medical Science LiaisonsWith 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
Your Problem Our Research Your Solutions 2
The Challenge: explore MSL management options and potential impact of a CIA
Improve MSL management and create value for
various customer segments
Gather data and establish best practices from benchmarking
class
What do Medical Science Liaisons (MSLs) Services look like? What methods do they employ?
What do MSLs provide to Key Opinion Leaders (KOLs)? How do they do so, and how often?
How do MSLs develop and manage internal and external relationships?
What MSL management changes and risks have arisen? How do Corporate Integrity Agreements impact companies?
Your Problem Our Research Your Solutions
• General Observations• 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
3
Case Study Focus: MSL management trends and mitigating CIA-inducing risks
Rese
arch
Foc
us A
reas
Your Problem Our Research Your Solutions 4
Our initial assumption that those companies with CIAs would be much less restrictive turned out to be untrue.
More Restrictive No Change Less Restrictive0%
20%
40%
60%
80%
42%
54%
4%
38%
58%
4%
Total Benchmark Class
More Restrictive No Change Less Restrictive
38%
50%
13%
25%
63%
13%
CIA CompaniesCompared to 12-24 Months ago
Next 12-24 Months
(n=8)(n=32)
“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?”
Your Problem Our Research Your Solutions 5
Using statistical analyses, we discovered that the correlation lay instead with risk perceptionA perception of low risk correlates with a much lower likelihood of increased restrictions on MSL activities, and vice versa, suggesting that those who fear a changing environment are more likely to react with more stringent measures.
Perceived Risk Level
High Risk Medium Risk Low Risk0%
20%
40%
60%
80%
100%
46% 48%
25%
40%
52%
75%
15%
High Risk Medium Risk Low Risk
67%
39%
10%
26%
61%
77%
7%13%
Less Restric-tionNo Change
More Restric-tion
Last 12 Months Next 2-3 Years
Your Problem Our Research Your Solutions 6
Best Practices Key Industry Insight: “Corporation’s response” 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
“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 7
Therefore, we recommended that the Client must decide room for risk aversion in the future to set restrictions for MSL/KOL interactions
21%
-10%
-14%
High Risk
Medium Risk Low Risk
S.D. = 16%
S.D. = 9%S.D. = 13%
Likelihood respondents will become more restrictive with MSL activities over next two years, by risk group:
Risk aversion and regulatory intention metrics reveal that those forecasting an unfavorable environment will mitigate these risks by further restricting MSL activities.
As a high-risk company, client should consider further policies to mitigate risk over the next
few years.
Your Problem Our Research Your Solutions 8
Our research allowed us to establish the client’s positioning and make a recommendation
• Company sees potential CIA on horizon
• Stricter regulations anticipated for industry
Now
• CIA companies seem to be minimally impacted
• Risk perception dominant in companies’ MSL restriction decisions
However,• Rather than make
decisions based on potential CIA, client should act as do industry leaders: in reaction to anticipated risks
Future
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.
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