Global MSLs

Define the role, onboarding and cross-functional working.

Capabilities

Building knowledge, skills and confidence.

Launch Readiness

Effective interactions pre, peri and post launch


cross-functional communication

Heritage in MSL Capability Development

We have a long and proven track record of working with Medical Scientific Liaison (MSL) people. For over 10 years we have been helping companies to not only define the role globally but increasingly build MSL capability around scientific conversations and fulfil their critical role within the cross functional team.

The Challenge

Companies face a difficult challenge with the MSL role, where does it fit within an effective cross-functional team? Where does the line between medical and commercial lie? How close to that line can MSLs venture? We have been helping companies and individual MSLs answer these questions and feel confident in their responsibilities and face-to- face capabilities.

The MSL Scientific Conversations Model (SCM)

Using the ACHiiVE tailored SCM model within our state of the art iPad technology led business simulations, we allow participants to plan, conduct, review and evaluate HCP interactions. Data outputs provide reports and personal development plans to aid on-going performance improvement in the field.

Performance Improvement

MSLs attending ACHiiVE programmes have shown a significant improvement in performance post-event and demonstrated lasting behavioural change.

A Case Study

The Issue

One of our challenges was in 2009, over 8 years ago, when we were approached to help a company with a unique situation to address. The company’s Haematology product was being used in an area of high unmet need, but 95% of the product’s usage was off label!

Clearly the company could not use its commercial teams to promote the drug and the R&D required to ‘catch up’ with proven clinical data was impossible to achieve.

Left with a situation where there was enormous need by clinicians to discuss the product’s usage the company needed a talented group of MSLs to do the job and ensure the data that did exist was shared with the appropriate health care professionals.

Needless to say the company’s medical department, quite rightly, was nervous about doing anything with this group that contravened any compliance issues.

The Need

What we had to do was build the capability and confidence within this group to deliver the right information in the right way, to give all of the HCPs the peace of mind they needed.

The Solution

We created a capability-building programme that looked at the core scientific conversation capabilities and provided an interactive learning experience that up skilled the MSL to meet the challenges faced. The ACHiiVER process was further developed for the MSL role and we were able to demonstrate qualitative and quantitative improvement across the group. We also included real heath care professionals and gathered their feedback to further embed the learning.

The Outcomes

behavioural outcomes

ACHiiVE has a proven track record of building MSL capability and developing more effective cross-functional team working with data that illustrates the success achieved.

Since then we have worked globally, helping MSL teams increase Health Care Professional and Key Thought Leader engagement, be more effective in their scientific conversations and most importantly, fulfil their critical role within the company’s dynamic.

Our experiential learning programmes and tailored MSL SCM Model for MSLs world wide, in several languages, have helped teams face a number of specific challenges effectively and successfully, such as:

  • Pre launch, market preparation
  • Launch readiness
  • KOL and advocacy development
  • New data sharing
  • Off label expansions
  • Pipeline awareness
  • Mature market expansion
  • Cross functional working excellence
  • Creating scientific conversation capabilities and behaviours
  • Building customer stakeholder interaction capability

Testimonials

Don’t take our word for it, here are what MSLs and their managers have said about our programmes –

Want to learn more?

Contact us