Medical Science Liaisons (MSLs)
Everyone knows MSLs need to be highly proficient with disease state and medical knowledge. There are other things however that MSLs require for success. MSLs today require unique skills alongside their deep domain knowledge. Outstanding success is achieved when MSLs are able to bring their knowledge and unique skills together when interacting with Health Care Professionals (HCPs).
The pharmaceutical industry has seen a trend over the last decade with an increase in Medical Science Liaisons and decrease in Sales Representative numbers. MSLs are often hired according to their deep scientific knowledge whereas Sales Representatives are often hired according to their communication and influencing skills.
The increase in MSL numbers has been viewed as a positive trend leading to a potential increase in the engagement of HCPs with the industry. MSLs may be better positioned to have engaging scientific discussions with highly trained Physicians. With the greater numbers and increased reliance on MSLs the role has become increasingly complex, more demanding and often more tightly linked to the company strategy. MSLs have become an essential part of most organizations as well as the industry in general.
A key MSL expectation is deep therapeutic area knowledge and expertise in additional areas like pharmacoeconomics. They are usually hired on the basis of their credibility and capability to converse with the Key Opinion Leaders. The so called ‘soft skills’ are often not factored in to the requisite skillset.
MSLs today need more than deep knowledge.
Here, it is useful to distinguish between knowledge and skills. Knowledge can be assimilated through reading, listening or observation. Whereas skills are best developed through action activities like training, coaching and practice. Learning to drive a car is a good analogy whereby both knowledge and skills are required. The skill of driving a car is very different to knowledge of the road rules – or just the theoretical knowledge of driving.
MSLs relying on a primary focus solely on deep scientific knowledge is no longer enough to ensure success. Of course, the appropriate knowledge is a critical pre-requisite to perform the role however there are a number of additional skills that need be developed for success in the role.
MSL Skills
Highly successful MSLs today require a broad skill set in addition to their scientific and medical knowledge. These skills include such areas as;
- Stakeholder management/KAM skills
- Communication and interpersonal skills
- Business acumen
- Strategy alignment
- Emotional Intelligence
- Developing and maintaining trust
- Cross-functional collaboration
- Presentation skills
A number of these areas include subsets skills that could be developed over time.
Communication is a skill that you can learn. It’s like riding a bicycle or typing. If you’re willing to work at it, you can rapidly improve the quality of every part of your life.
Brian Tracy
Idea2outcome can accelerate the MSL essential skill set.
Idea2outcome is ideally positioned to help accelerate the new skills MSLs require to fully support the organizational strategic objectives. More specifically, Idea2outcome can provide tailored programs and strategies across these areas;
- Communication skills
- Engagement skills
- Competency development
- Measurement and KPIs
- Coaching & Mentoring frameworks
- Leadership skills (for MSL Managers)
Call now and see if we have the ideas that will help you achieve a positive outcome.