Maximizing MSL Value with Internal Customers – Executing Field Activities Aligned With Corporate Strategies


Dewey McLin, PhD
Senior Director, Medical Affairs & Medical Information
Orexigen Therapeutics

Kyle Kennedy
Vice President, Customer Strategy
The Medical Affairs Company


Field-based medical teams are often disconnected both physically and strategically from “corporate”. How does that affect your day-to-day activities, and how do internal stakeholders perceive what you do? In this interactive workshop you will work in small groups to identify challenges in aligning your activities with the corporate strategy, learn to recognize key internal customers and how their needs are supported by your activities, and how field insights can bring critical value to internal customers. Some of the key questions that will be addressed:

  • Who are your internal customers?
  • How are your insights from the field being shared within the organization? With whom? In what form or format?
  • Do your activities align with the company’s core strategies and critical success factors?
  • A Scientific Platform lays the foundation for any and all communication strategies; it is the heart of any product-related communication that supports a company’s product usage and value. Is your company’s Scientific Platform shared with you? Do you have opportunity for input during development?


Upon the completion of this workshop the participants will be able to:

  • Identify and describe if/how field activities are linked to the company’s core strategies and critical success factors
  • Determine whether their company uses a formal scientific platform
  • Define the importance of field insights to internal customers
  • Describe formal processes for capturing insights and disseminating information


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