SOURCE: Cutting Edge Information

Cutting Edge Information

December 16, 2009 09:16 ET

Speaker Program Recruitment Demands More MSL Involvement, Says Cutting Edge Information

RESEARCH TRIANGLE PARK, NC--(Marketwire - December 16, 2009) - According to Cutting Edge Information (, medical science liaisons (MSLs) have a higher success rate than sales reps in recruiting physicians for speaker programs.

Cutting Edge Information's recent study, "Pharmaceutical Speaker Programs: Measuring ROI and Communicating Value," shows some companies maintaining a large medical presence in speaker programs. These companies find that MSLs have a higher success rate in recruiting physicians to both partner in and attend speaking events.

MSLs speak to physicians on both the educational and scientific level. The drawback, however, is that liaisons do not maintain the same frequency of contact as sales personnel. For this reason, companies rate their sales forces as the most effective tool in recruiting physicians as promotional speakers. MSLs ranked as the second-most effective recruiting force.

"Establishing relationships with physicians will help to eliminate the number of rejections based on time constraints," said Yanis Saradjian, director of consulting at Cutting Edge Information. "Moreover, pulling thought leaders into a relationship with the company reinforces and increases the likelihood that these physicians will reprioritize time for the company in the future."

Analysts found that an MSL who maintains a strong relationship with a thought leader that is based on science and research has a better chance to recruit the physician to speak promotionally about a drug that he has researched. Conversely, if a thought leader gives a speech on a disease state for a company, it increases the chance that the physician will seize the opportunity to do some clinical work with that company in that disease state.

"Executives rated the growing restrictions on what can be provided at speaker events as the biggest challenge," said Saradjian. "These restrictions force the events to be more educational."

Survey data show that the second largest challenge in recruiting physicians for speaker programs is a busy schedule. On a scale of 1 to 10 (10 being the highest), this reason scored a 7.9.

Cutting Edge Information's most recent medical affairs report "Pharmaceutical Speaker Programs: Measuring ROI and Communicating Value," takes an in-depth look at pharmaceutical speaker programs. It includes breakdowns on recruiting, selecting and contracting speakers, as well as a close look at the future of speaker programs. A complimentary report brochure is available for download at

Contact Information