Medical Science Liaisons
The investment associated with R&D and marketing is large for any company. Because of the magnitude of the investment there must be a focused and congruent approach to product development and product launch. The MSL is a critical force available to sponsor companies with drug or device pipelines. With the science background, educational credentials, and specialized tools available, they can effectively bridge the gap between the science of the R&D organization and the marketing strategy. WATERMARK has experienced staff that have worked as MSLs in the field. We understand the requirements for the position and the need to synchronize the efforts of R&D and marketing. Our approach is to maximize your investment by providing training, and logistical and operational excellence to your MSL force.
Contract vs Hire
We tailor the MSL program to meet your needs. We can work with MSLs you may have already located and provide all the training and skills necessary to perform in their positions OR we can provide the service of finding MSLs in your desired locations. Our contracting approach is to hire new MSLs and train them for a specified duration of time. During this contract period, you have the opportunity to interact regularly with the group. At the end of the contract period you may bring the MSLs on as your employees. This allows you to evaluate expected performance before they are your hire. Because there is continuous performance evaluation, we are able to work with individuals to provide you with the MSLs that best meet your needs.
MSL Training
While most MSLs are inherently well educated and already have the tools critical to develop a territory, they must also be trained on the “how to” of performing MSL responsibilities. Many times, sponsor companies provide training on the technical information and provide the tools necessary to develop a territory, but fail to provide this other important training. The training topics that should be included with a new MSL group are:
- How to develop thought leaders
- “Newbie” tips.
- How to use the MSL tools.
- Working with the sales representative counterpart.
- Federal guidelines for interaction with healthcare professionals (AdvaMED, PhRMA Code, OIG)
While these topics sound obvious to a seasoned sales person, science based MSLs are not taught these skills nor have they used them in hospital or university work. It is not uncommon for a sponsor company to hire MSLs, train them on the technical materials and other tools, and assign them their territory. There is little to no direction on “how to” work in their position, how to assist in achieving sales goals, how to set short term and long term goals, and how to get started.
Team Building
For any group to be successful, they must understand the team members as well as themselves. We work with teams using a group facilitator and various tools to learn more about group dynamics and the value of cooperation. This includes personality assessments, 1 day activities, and/or overnight meetings. Through this process we facilitate the understanding of differences and how to maximize those differences for effective leadership.
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