Common challenges for MSLs...and practical solutions to overcome them!
This is a guest post from our friend Samuel Dyer, MD, PhD and CEO at the MSL Society and Amazon no. 1 best-selling and multi-award-winning author.
MSLs are increasingly relied upon to gather actionable insights from KOLs to inform strategies and enhance patient outcomes. However, this responsibility comes with significant challenges. According to a recent survey, 95% of MSLs revealed that there has been significantly increased pressure to gather actionable insights from KOLs and HCPs.
The MSL Society has conducted insights training programs for over 75 companies in multiple countries and has uncovered several common challenges that MSLs encounter. Here are 5 common challenges and practical solutions to overcome them:
1. Unclear definition of actionable insights
Challenge: Without a standardized definition, MSLs struggle to identify and report actionable insights consistently.
Solution: Collaborate with leadership to create a clear, team-wide definition of actionable insights to guide efforts.
2. Confusion between general feedback from KOLs and actionable insights
Challenge: General observations from KOLs are often mistaken for actionable insights.
Solution: Provide training to distinguish actionable insights from general feedback through examples and real-world scenarios.
3. Limited understanding of medical strategy
Challenge: Insights lack impact when they are not aligned with the product’s medical strategy.
Solution: Conduct regular medical strategy briefings and include updates in team discussions.
4. Inconsistent framework and structure for insights collected from MSLs
Challenge: Insights collected from MSLs often lack consistent structure, making it difficult to analyze, interpret, and understand their strategic importance.
Solution: Develop and implement a clear, standardized framework for composing insights, ensuring consistency, clarity, and strategic relevance.
5. Ineffective use of open-ended questions
Challenge: Weak questioning techniques can limit the depth and quality of KOL responses.
Solution: Train MSLs on crafting and practicing open-ended questions through role-playing and scenario-based exercises.
By addressing these challenges through clear guidelines, targeted training and consistent practices, MSLs can improve their ability to gather impactful insights. The MSL Society is a global leader in advancing MSL excellence, helping organizations unlock the full potential of their MSL teams.
About Samuel Dyer, MD, PhD
As CEO of the Medical Science Liaison Society, I've created and led MSL training and development programs for more than 75 pharmaceutical, biotechnology and medical device companies across 20+ countries. These programs are designed to optimize the performance of MSL teams, refine KOL engagement strategies and ensure that teams are equipped to communicate actionable medical insights.
Samuel Dyer, MD, PhD, The MSL Society
Check out Samuel's multi-award-winning Amazon No. 1 best selling book, "The Medical Science Liaison career guide: How to break into your first role."
Want social media insights for your product? Get Medical.watch. 🙂
What we're reading
Twitter/X poll, "MedOnc peeps, how are you using your #SoMe time these days?" November 22, 2024
Science article, "Like old Twitter: the scientific community finds a new home on Bluesky," November 20, 2024
MSL Talk podcast, "Surround to succeed: building a motivational network" with Sarah Snyder, November 18, 2024
European Journal of Neuroscience article, "Should we stay or should we go -- the ever-growing role of Twitter (X) in neuroscience dissemination and a quandary of conscience for a field," December 20, 2023