Bespoke Medical Affairs Training: The Route to Excellence

Developing High Performing Medical Affairs Teams: The Need for Bespoke Training Programmes

Introduction

Throughout my pharmaceutical industry career, I have seen multiple in-house pharmaceutical company programmes tailored for “commercial” leaders in Marketing, Sales and General Management. However, I am yet to come across a dedicated and comprehensive training and development programme for Medical Affairs aligned to company strategy (there are some independent programmes offered e.g. with the Accreditation Council for Medical Affairs). This always baffled me given the inherently technical nature of the function, its contact with nearly every other key function within the business, its critical role in launch preparation / execution and the high levels of governance and compliance in pharma. 

One of the significant challenges facing the pharmaceutical industry is the skills gap in Medical Affairs, particularly as the field rapidly evolves. Hiring new talent to fill these gaps can be costly, both in terms of recruitment expenses and the time required for new hires to acclimate. Conversely, developing in-house talent presents several advantages. It allows for the cultivation of skills precisely aligned with the company's specific needs and culture, fostering a more cohesive and efficient team. Moreover, investing in existing employees' growth can boost morale and loyalty, reduce turnover rates, and ultimately be more cost-effective than continually recruiting external candidates. This approach not only bridges the skills gap but also builds a robust, internally developed team that is deeply integrated into the company's ethos and strategic goals.

Add to this the rapid scientific advancements, evolving healthcare landscapes and unique challenges that the pharmaceutical industry faces and the need for Medical Affairs training programmes within companies seems clear to me.

The Need for Dedicated and Bespoke Training

The Medical Affairs function in pharmaceutical companies is multifaceted, interfacing between scientific development and market implementation. The complexity of this role requires a unique set of skills, blending deep scientific and drug development understanding with strategic insight and communication prowess. Traditional training approaches, often generalised and non-specific, fall short in equipping Medical Affairs professionals with the necessary depth and breadth of knowledge. Bespoke programs, designed to address these unique needs, become not only beneficial but essential.

Building High-Performing Teams Through Deliberate Practice & Continuous Learning

A high-performing team in the Medical Affairs realm is the result of deliberate practice, structured training, and continuous feedback. This approach to professional development, rooted in the principles of skill mastery and expertise, is pivotal in cultivating a workforce that is adept, agile, and able to navigate the complexities of pharmaceutical medicine. Deliberate practice in this context involves targeted training modules, real-world case studies, and scenario-based learning, all tailored to the nuanced demands of the Medical Affairs function.

Many of the experiences gained in a pharmaceutical industry career can only be “lived” and can’t be read about in a book. For example, the experience of actually managing a global worldwide safety alert cannot be replicated by reading about it in a book. That said, it can be prepared for through scenario planning, case studies and technical training. This type of training goes beyond simple Standard Operating Procedures (S.O.P.s) and can be the difference between an adequate reactive response and a world class proactive approach.

In the dynamic landscape of pharmaceutical medicine, the importance of continuous learning cannot be overstated. A strong foundation in fundamental concepts, coupled with a growth mindset, is essential for Medical Affairs professionals to remain agile and informed in an industry marked by constant change and innovation. Embracing continuous learning ensures that these professionals stay at the forefront of scientific advancements, regulatory changes, and evolving market dynamics. This approach to professional development, driven by a commitment to lifelong learning and adaptability, fosters resilience and ensures that Medical Affairs teams are well-equipped to respond to new challenges and opportunities, ultimately enhancing their contribution to the organization and patient care.

Evidence of Improved Performance Through Training

The advantages of comprehensive training programs for employees in general, not just specific to medical affairs, are well-documented and significant. A 2019 report in The International Journal of Business and Management Research found that 90% of employees surveyed agreed that training and development programs improved their job performance​​. These programs enhance employee productivity by improving task management, as employees become more adept at managing tasks individually or in teams due to a greater understanding of processes and clearly defined goals​​.

Furthermore, training programs allow employers to identify and impart the specific knowledge and skills they desire in their employees, thus enhancing productivity. Continuous upskilling, especially in today's rapidly evolving technological environment, is facilitated by these programs, encouraging innovation and risk-taking with reduced need for supervision​​​​. Employees who undergo training and development tend to be more confident in their abilities, leading to increased enthusiasm and accountability for work results​​. The provision of training also indicates employer support, boosting employee engagement and performance levels​​.

In terms of employee retention, training and development play a crucial role. The Work Institute's study indicates a significant increase in voluntary employee turnover due to a lack of training opportunities, with a survey by Instructure showing that 70% of U.S. employees are somewhat likely to leave their current employer for one that invests in training and development​​. Regular training opportunities improve employee motivation, job satisfaction, and open up advancement prospects. It is reported that 20% of employees who voluntarily left their jobs in 2019 did so due to a lack of career development opportunities, the most frequently cited reason for leaving. Providing these opportunities is also cost-effective for companies, as it saves the expense of hiring new employees, which can be significant when factoring in the time a position is vacant, fees for recruitment, training and onboarding, and time needed to settle in the role. 

In the context of medical affairs, these general principles of training and development similarly apply. For example, a study by the ACMA highlighted significant improvements in job performance and strategic alignment for professionals who underwent tailored training programs. A bespoke and comprehensive training program tailored to medical affairs professionals can enhance their multifaceted roles, which require a blend of scientific knowledge, strategic insight, and communication skills. By investing in such targeted training programs, pharmaceutical companies can not only boost the performance of their medical affairs teams but also improve retention rates, foster innovation, and ultimately enhance their competitive edge in the market.

The Current Training Gap in Pharma

Despite the evident benefits, many pharmaceutical companies have yet to fully embrace comprehensive, bespoke training programs for their Medical Affairs personnel. This gap often stems from a lack of recognition of the unique skill sets required in Medical Affairs or an underestimation of the return on investment that such training programs can offer.

Investing in Bespoke Training: A Strategic Imperative

Investing in dedicated training for Medical Affairs is not just an educational initiative but a strategic business decision. It ensures that professionals are equipped with the latest industry knowledge, can effectively navigate regulatory landscapes, and are prepared to tackle the challenges of drug development and market introduction. This investment ultimately contributes to the company's ability to innovate and maintain a competitive edge in the market.

The Comprehensive Training Programme Outline

A bespoke training program for Medical Affairs should include the following (and could include a lot more):

• Pharmaceutical Medicine Foundations: Covering the basics of drug development, regulatory frameworks, pharmacovigilance, biostatistics and medico-legal topics
• Medical Affairs Foundations: Principles around how to run “basic” activities in Medical Affairs, such as advisory boards, medical education, events etc.
• Wider Medical Functions: Overview of the diverse “sub-functions” in Medical Affairs such as Medical Information, Field Medical, Integrated Evidence Planning etc.
• Advanced Medical Affairs Strategies: Product launch strategies, market access and health economics, field medical strategy, Advanced Stakeholder Engagement
• Disease Area Training: Training specific to the disease area is usually well catered for but a comprehensive programme should integrate this
• Scientific Communication Planning: Developing full sci comms plans including publication processes, Closed Loop Sci Comms (CLSC), Development of scientific narratives etc
• Clinical Trial Management and Operations: Technical training around running clinical trials as a Medical Affairs associate.
• Medical Affairs Leadership: Specific leadership capabilities for Medical Affairs such as budget management, deployment of field medical associates
• General Leadership and Emotional Intelligence: Developing skills for effective team management, stakeholder engagement, and decision-making.
• Commercial Understanding and Acumen: Alignment and understanding of commercial principles in marketing, sales, account management etc. will elevate the ability of Medical Affairs professionals to collaborate with their commercial counterparts.
• Governance & Compliance: This should go beyond simply training on SOPs but should include the rationale and the importance of working ethically and high levels of integrity.
• Real-World Applications, Case Studies and Scenario Planning: Practical training using real-world scenarios and challenges faced in the Medical Affairs domain.

Conclusion

The pharmaceutical industry is at a juncture where the adoption of comprehensive, bespoke training programs for Medical Affairs is crucial. Such investment in training is pivotal in driving innovation, enhancing patient care, and ensuring the effective translation of scientific advancements into clinical practice. These types of programmes ensure cohesion within a team and give people the foundational knowledge they need to feel comfortable in their roles. Innovation and creativity can then be layered on top of this foundation to find novel solutions to complex problems.

Joshi Life Sciences is a coaching and strategic advisory consultancy for the Life Sciences industry set up by Dr Mayur R. Joshi (LinkedIn Profile).

Joshi Life Sciences specialises in career coaching for aspiring and current Medical Affairs professionals to maximise their potential and enhance their impact. We also advise companies looking to enhance their Medical Affairs functions, scale up their teams, build their organisations and we partner with companies that have shared values and vision.

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