As the responsibility of the Medical Science Liaison (MSL) grows within healthcare organizations, it is increasingly important for companies to differentiate the value that their MSLs bring to customers, thought leaders, and researchers.
Romar understands the importance of value-based customer relationships, as well as the skills that MSLs need in order to sustain these relationships. We base our MSL learning solutions on developing the "soft" skills that are vital to an MSL’s success.
Our soft-skills learning solutions give MSLs the foundational development they need to set their company apart from others and add measurable value by facilitating customer access, driving valuable interactions inside the company, and promoting deeper scientific discussions.
This solution will provide medical science liaisons (MSLs) with the opportunity to develop consultative skills to more effectively develop mutually beneficial results for the medical community, patients, and the company. With the advent of sophisticated technology and complicated relationships, today’s pharmaceutical organizations are asked to provide more information, assume the role of a partner, and take interest in the success of advancing medical treatment in treating disease. Advancements in medical technology have brought manufacturers of pharmaceuticals and biotechnology products into a consultative role. Consultative Skills provides MSLs with the skills necessary to fill this role.
Influencing Skills develops the medical science liaison’s (MSL) ability to understand the key opinion leader’s (KOL) needs and appropriately match those needs with data, information, and product information relevant to the company. It also provides MSLs with a process for influencing KOLs to achieve realistic medical affairs business objectives. Influencing customers and colleagues in a productive way ensures positive outcomes that benefit all parties. Building upon their consultative skills, MSLs will increase their flexibility when interacting with KOLs with different communication styles by learning how to adapt their style, thereby laying the foundation for a productive relationship. Finally, MSLs will learn and apply an influencing cycle as a tool for preparing, initiating, and implementing strategies that lead to productive interactions with KOLs and stakeholders.
Mentoring may be a formalized process with implied expectations and specific purposes and goals, or these relationships may just happen informally when two compatible individuals get together to share ideas and learn from each other. Regardless of the structure, the purpose of mentoring relationships is the transference of knowledge and the development of skills that leads to improved performance. For MSLs, mentoring relationships are likely to begin as part of the onboarding process for new team members. These relationships can continue to mature over time, leading to greater success in the mentee’s current role and achievement of long-term goals and career progression. Mentoring Skills provides managers the tools and skills necessary to ensure that MSLs get a uniform and consistent onboarding experience.
MSLs conduct many advisory boards and interact with audiences that are composed of different types of KOLs who can contribute to or derail the discussion depending on the circumstances. MSLs are experts regarding company products and the science that supports those products and have good presentation skills. However, the way MSLs moderate the advisory board and handle individuals on the board can significantly affect the value the content brings to the audience. Most presentation training focuses on only delivery of a presentation, yet the way the MSL moderates a group is at least as important as delivery. Busy KOLs complain that they spend too much time listening to presentations with unclear objectives, don’t know what actions MSLs expect them to take, don’t know what decisions MSLs want them to make, or that their colleagues detract from the flow. Moderation Skills addresses both presentation components—communication and moderation skills—to ensure that MSLs moderate engaging advisory boards that provide significant value.