Pharmaceutical Commerce - May/June 2017 - 29

Legal & Regulatory
cost-the maxim for the organization is
growth with integrity.
As boards seek more information about
incentive programs and their potential
risks, they may want to start by requesting a
holistic review from the business, focusing
on key functions and business areas, or even
conducting an independent assessment to

determine the extent of their risks.
Time to act
Over the past few months, we've heard
from dozens of audit committee and board
members worried that their organizations
could be at risk of potential enforcement
action due to inappropriate company

conduct driven by misaligned incentive
programs.
Our advice to life sciences boards is to
take a close look at your incentive programs
today. Identifying areas of concern and
remediating them now is better than having
a whistleblower, the media or regulators do
it for you.

ABOUT THE AUTHORS
Regina Cavaliere is Principal, Advisory
Life Sciences, and Alison Little is Advisory
Industry Leader, Life Sciences at KPMG. More
information is available at www.kpmg.com/
us/healthcarelifesciences.

Survey tracks evolving health economics function in pharma
Cutting Edge report finds continued growth in headcount
In recent years, the drumbeat for providing meaningful
clinical and economic information on newly launched drug
products has been deafening-there is likely to be no new
product of any commercial significance being launched
without such data. This trend, in turn, is transforming
pharma interactions with healthcare providers (HCPs)
and, equally importantly, health plans and managed care
organizations with formularies that make or break a drug's
launch. Cutting Edge Information (Research Triangle Park,
NC), a market research firm, finds that pharma field forces
are evolving into a range of job titles all disseminating
various types of health economics and outcomes research
(HEOR) data. They include traditional job titles like medical
affairs and medical science liaison (MSL), to which are
being added managed care liaison (MCL), health outcomes
liaison (HOL) and more.

A new Cutting Edge report, Health Economics Field
Forces, finds that the HOL job title is more closely aligned
with the medical affairs side of an organization, while
the MCL role is more closely aligned with commercial
operations. MCLs interact primarily with population
health decisionmakers, such as payers and pharmacy
benefit managers (PBMs), while HOLs interact with both
population health decisionmakers and HCPs. There are
regulatory issues at stake as well; typically, commercially
oriented field forces cannot talk about off-label uses of
drugs, while medical affairs and MSLs generally do not
engage in pricing or reimbursement discussions. But
the lines are blurring. Cutting Edge draws a distinction
between Top 10 global pharma companies and Top 50
ones: "Unsurprisingly, surveyed Top 10 company teams
are far more likely than surveyed Top 50 company teams

to have HOL, MCL and health economics MSL groups,
as the latter have fewer resources." In fact, 57% of Top 50
companies have no MCL field force at all, relying on MSLs
and others to convey health economics data.
Across the 20 or so companies polled for the report,
average growth of health economics teams was 18% in
headcount in 2015, and 14% in 2016. ("Teams" range
from 0 to 30 or so FTEs; and an individual company can
have multiple teams, depending on how target audiences
and therapeutic areas of coverage are arranged.) The
report also provides details on educational backgrounds,
experience, training and compensation of the health
economics field forces.
The report is available for purchase at
www.cuttingedgeinfo.com.

May | June 2017 Visit our website at www.PharmaceuticalCommerce.com 29


http://www.kpmg.com/us/healthcarelifesciences http://www.kpmg.com/us/healthcarelifesciences http://www.cuttingedgeinfo.com http://www.worldcongress.com/pharmasupplychain/pc http://pharmaceuticalcommerce.com/

Table of Contents for the Digital Edition of Pharmaceutical Commerce - May/June 2017

Table of Contents
Pharmaceutical Commerce - May/June 2017 - Cover1
Pharmaceutical Commerce - May/June 2017 - Cover2
Pharmaceutical Commerce - May/June 2017 - Table of Contents
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Pharmaceutical Commerce - May/June 2017 - Cover4
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