How to Survive Your First Year as an MSL

1. Feeling overwhelmed. There's so much to learn!

• Knowing the product inside and out, including awareness of any current clinical studies to become scientifically fluent in your specific therapeutic area and product(s).
• Understanding the therapeutic and competitive landscape, along with the new information that's evolving.
• Various technologies (eg, CRM, Expensing, Travel, Outlook, Virtual meetings, etc), processes and systems that need to be learned. Learning to navigate internally and understanding the cultural norms of the company and team. . . And doesn't include actual territory management yet!

2. Work doesn't come to you. You have to GET THE WORK AND MAKE IT HAPPEN.

The biggest understatement and misconception of this role is that clinicians and KOLs are just waiting to be educated, that they are always interested in talking to industry and that they are willing to give you the time and day to speak. Or perhaps that your employer is just going to give you a list, and it's just a matter of calling, setting those appointments and giving a presentation.

Think again! MSLs have to engage and get them to be interested. Clinicians and KOLs are very busy professionals. There are institutional restrictions and compliance requirements that you have to understand, manage and overcome. If you are reaching out to them, chances are, other companies are also reaching out. Unless you have something valuable to offer, that opportunity to meet with them will not open, let alone develop a relationship.

For any MSL who are just starting out, this is one of the biggest stressors and frustrations.

"How do I get the clinicians or KOLs to respond to my emails / requests? How do I start building relationships if I can't even get a hold of them? I've sent >100 emails, and nothing." or "I've seen them once before, but now they don't want to meet again because they are too busy and/or seem to already know about our data and products."

This is the biggest reality check for many MSLs. 80% of the job is TO ENGAGE AND MAINTAIN THOSE RELATIONSHIPS. This is by far the biggest mindset shift going from clinical/scientific role to an MSL.This is where the creativity, soft-skills, communication, scientific & business acumen, and problem solving come into play. MSLs need to ensure that they can effectively reach out and engage for those 2nd, 3rd, 4th time meetings and meet the performance metrics set by the department. Your manager and team are there to support you, but in the end, this is what you were hired to do and your relationships to foster.

3. KOL Engagement: How to establish credibility and navigate conversations?

How can you confidently navigate those conversations when you are talking to opinion leaders and medical experts? This is one of the reasons that part of the MSL interview almost always requires scientific engagement or a presentation followed by Q&A or discussion. It's not so much knowing everything, but rather knowing how to effectively have those conversations that you may not necessarily have a full understanding of and gain insight as to their relevance to your KOL and your company. All done, of course, with confidence to establish credibility and trust.

Here are 5 strategies to help manage those nerves:

1. Understand what the expectations are for your 3, 6 and 12 month progress.
2. Manage your time wisely and stay organized.

• Make sure to carve out time for therapeutic learning and internal networking.
• Always allow enough time to prepare for every engagement.

3. Know what resources are already available to help you in the field.

• Who are already engaged in your company (eg, PIs, adboard members, clinical studies, speakers, etc.)
• Understand the upcoming data releases, ongoing studies, FAQs about the product(s)
• Network internally, particularly with other field teams in your region. You can learn a lot from them!

4. Understand the medical strategy.

• This is your compass for your engagements in the field.
• Understand the value proposition of the product relative to the therapeutic options out there and the data to support it.
• This will carry you through so focus and study it!

5. Be your own advocate.

• Be proactive.
• Be persistent.
• Keep learning.
• Ask help if needed.

SUMMARY:

Whether you're new to the role or seeking to enhance your approach, these insights will help you better prepare for the role.

Embrace the mindset shift and seize the opportunity to become a master communicator and relationship builder. Your journey as an MSL starts here.

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Ready to Transition to an MSL Role?

Making the leap from clinical practice to a Medical Science Liaison (MSL) position can be daunting, but at Talmedica, we’re here to guide you every step of the way. Our expert coaching is tailored to equip you with the skills and insights needed to thrive in the pharma and biotech industries.

Join the ranks of our successful clients who have transitioned to rewarding MSL roles—often in just a few months!

Don’t leave your career to chance. Visit us today and discover how we can help you make your MSL aspirations a reality!

Learn more at www.talmedica.com