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Master Thesis

Meilleures pratiques dans l'identification, le développement et le maintien par les MSLS de collaboration à long terme avec les leaders d'opinion

Abstract : A key opinion leader (KOL), in healthcare, is generally an influential healthcare professional (HCP) who is held in high esteem by their peers. They contribute to clinical development strategies, influence the registration process, the positioning and use of drugs and more generally he product life cycle. MSLs are scientific consultants, specialists in a therapeutic area, often physicians, pharmacists or PhDs by education, representing the field extension of the medical affairs department of healthcare industries and interacting with these KOLs. This study explored, across a range of therapeutic areas, the current relationship between MSLs and KOLs from the perspective of the physician and the MSL. The research addressed a number of questions, including how to map a network of opinion leaders and then understand what these leaders want from a good relationship with the MSL. This study found that identifying opinion leaders is an essential first step in operationalizing the overall medical affairs strategy at the regional level. lt is critical to have identified the right KOL for the right activity because a good strategy implemented on an inappropriate target will have potentially zero impact. Thus, successful mapping allows the MSL to create the conditions for future success. The MSL must seek theoretical information internally and then externally and must then bring its value by refining ils mapping in the field. This method is globally transferable and replicable across different medical specialties. This survey also shows that MSLs are a valuable resource for KOLs. They help KOLs stay abreast of hard-to-reach information and industry events, which saves them lime. They also create and facilitate the deployment of public-private partnerships to advance science. They are, finally, the link in this complex matrix of HCPs allowing, among other things, the sharing of experience on a regional, national and international level. They must combine scientific excellence and intellectual honesty in order to challenge thinking beyond a clinical study or product, while at the same time perceiving the relevance of their approach to patient care and not falling into product advocacy. ln this way, the MSL will be able to provide added value compared to the sales representative. This study can provide an assessment of the value perceived by the physicians, thus offering a basis for building an MSL team for the manager and for skill development for MSLs.
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Master Thesis
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Submitted on : Monday, January 3, 2022 - 3:34:44 PM
Last modification on : Saturday, January 8, 2022 - 3:42:20 AM
Long-term archiving on: : Monday, April 4, 2022 - 7:29:43 PM


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  • HAL Id : dumas-03508218, version 1
  • PPN : 259267929


Damien Raffin. Meilleures pratiques dans l'identification, le développement et le maintien par les MSLS de collaboration à long terme avec les leaders d'opinion. Sciences pharmaceutiques. 2021. ⟨dumas-03508218⟩



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