Today, Amylin employs these field-based medical professionals in a much broader way. For example, DCLs now work not just with
diabetes educators, but with primary care physicians, who play a major role in handling the growing burden of diabetes. The
strong clinical background of DCLs qualifies them to address ongoing educational needs and thus enhance patient care in the
primary care setting.
Additionally, as the corporate business has expanded, the DCL team has been tasked with expanding its reach beyond diabetes.
Diabetes Clinical Liaisons are now called Clinical Management Liaisons, emphasizing the team's experience in direct patient
care and reflecting the team's expanded role.
Evaluating the objective impact of the DCL team—and indeed any field-based medical team—is challenging. Unlike the traditional
sales force, there are no standard metrics, such as prescriptions, office calls, or dinner programs, to analyze. Indeed, for
this team, the "customers" have been largely non-prescribers.
Instead, the success of medical teams is generally defined by their ability to appropriately educate thought leaders—their
customers—on the science and support their efforts to educate their peers and patients. However, certain evaluation strategies
can still be employed. For example, Amylin conducted surveys to evaluate three key measures of the DCL team's success, including
1) the transfer of information, 2) the reach of the KOL in educating others, and 3) feedback from the KOL and internal corporate
customers regarding the effectiveness of the services provided. Based on these measurements, DCLs proved that they provided
While clearly distinct from their commercial colleagues in the field, the synergy between the medical teams' activities is
critical to the successful integration of a new therapy. After all, for novel therapies to be prescribed, clinicians must
understand the science behind the compound, as well as the practical considerations of utilizing such a therapy.
Gayle Lorenzi is a director of medical affairs, Amylin Pharmaceuticals. She can be reached at email@example.com
Barbara Schreiner is the senior clinical education specialist, Amylin Pharmaceuticals. She can be reached at firstname.lastname@example.org
Jimmy Black, Pharm.D, is the senior regional director, Field Medical Team, Amylin Pharmaceuticals. He can be reached at Jimmy.Black@amylin.com>