Kimberly Cremers, PharmD’s Post

Kimberly Cremers, PharmD and I are thrilled to share that our article, Skills to Use with Your KOLs Even When Not Networking, has been published in the latest issue of the The MSL - Journal of the Medical Science Liaison Society! In this piece, we dive into the art of effective networking for Medical Science Liaisons and challenge the myth of the "Super MSL." Networking isn’t about being an extrovert—it’s about being intentional, genuine, and strategic. Highlights from the article include: ✔️ Dressing to stand out and make an impression. ✔️ Active listening and crafting engaging conversational identity statements. ✔️ Building rapport by remembering personal details about your contacts. ✔️ Applying human relations skills—empathy, collaboration, and adaptability—to foster meaningful connections with Key Opinion Leaders (KOLs). We explore how these skills can enhance your professional impact and create lasting relationships in healthcare. Take a read and let us know your thoughts: https://lnkd.in/gf6qzW4T Plus, we’d love to invite you to join our LinkedIn community group, where we share weekly tips to help you become an impactful MSL. Join here: https://lnkd.in/gtYXWB9i #ArtOfBeingAnImpactfulMSL #Networking #MedicalScienceLiaison #TheMSLJournal #MSLSociety

Here are our final tips on networking for impactful Medical Science Liaison’s:   The skills of the effective networker apply to our KOLs as much as they do to a party, a new job, a committee assignment, or even when you and your family are new to the neighborhood.   KOLs want to know that you are confident and capable. They want to know that you won’t waste their time but do want you to give them all the time they need. And KOLs really want insights, just like you want from them, to help their patients.   Dressing well gets you in the door and makes the initial impression. Yes, it is superficial, but how do you see those who are well put together as opposed to those who just left their dorm room? This is important for virtual meetings too!   Be present and listen. Make it about them and their patients. Engage their staff with genuine interest, use their names, and make notes for next time. Be a light in their day.   Insights from a PharmD & an Executive Coach. Please repost if your network would find this useful. We’ve only scratched the surface, join our LinkedIn MSL community for more: https://lnkd.in/gRautBrZ What are YOUR ideas about the art of being an impactful MSL? #ArtOfBeingAnImpactfulMSL #MSLCommunity #NetworkingTips #PharmaLeadership #CareerDevelopment

With preparation, being challenged by a KOL won’t have you running for the door, even when you’re taken by surprise. Be sure your questions are open-ended, requiring the KOL to think critically about their comments and expand on their thoughts. Give them time to respond (3-5 seconds) and don’t interrupt (it’s rude and worse, it confuses the other person) as will derail the KOL’s thought process and the insights you are hoping to gain! Ask-Wait-Listen-Respond. Acknowledge their response with body language (a head nod or by leaning in) and listen closely to hear what they are saying. Avoid thinking about your response as you will miss the nuances of their reply!   Anticipate challenging questions/comments and practice your response aloud with a colleague (they will likely face the same objection), or aloud when you are alone in your car or record a Zoom meeting with yourself answering the question. Multiple practice sessions give you what actors call “muscle memory” which are the options you can go to effortlessly. Practice makes perfect!   Being questioned by a KOL, whether it’s easy or difficult, is an opening for further discussion, and ideally, a more meaningful one! Use this opportunity to strengthen your relationship and prove your value for the company and to your KOL. Their patients will appreciate it.   Insights from a PharmD & an Executive Coach. What are YOUR ideas about the art of being an impactful MSL? Please repost if your network would find this useful. We’ve only scratched the surface, join our LinkedIn MSL community for more: https://lnkd.in/gRautBrZ   #ArtofBeingAnImpactfulMSL #MSL #MedicalScienceLiaison #KOLengagement #PharmaceuticalIndustry

With preparation, being challenged by a KOL won’t have you running for the door, even when you’re taken by surprise. Be sure your questions are open-ended, requiring the KOL to think critically about their comments and expand on their thoughts. Give them time to respond (3-5 seconds) and don’t interrupt (it’s rude and worse, it confuses the other person) as will derail the KOL’s thought process and the insights you are hoping to gain! Ask-Wait-Listen-Respond. Acknowledge their response with body language (a head nod or by leaning in) and listen closely to hear what they are saying. Avoid thinking about your response as you will miss the nuances of their reply!   Anticipate challenging questions/comments and practice your response aloud with a colleague (they will likely face the same objection), or aloud when you are alone in your car or record a Zoom meeting with yourself answering the question. Multiple practice sessions give you what actors call “muscle memory” which are the options you can go to effortlessly. Practice makes perfect!   Being questioned by a KOL, whether it’s easy or difficult, is an opening for further discussion, and ideally, a more meaningful one! Use this opportunity to strengthen your relationship and prove your value for the company and to your KOL. Their patients will appreciate it.   Insights from a PharmD & an Executive Coach. What are YOUR ideas about the art of being an impactful MSL? Please repost if your network would find this useful. We’ve only scratched the surface, join our LinkedIn MSL community for more: https://lnkd.in/gtYXWB9i   #ArtofBeingAnImpactfulMSL #MSL #MedicalScienceLiaison #KOLengagement #PharmaceuticalIndustry

Our last post suggested you “engage” rather than attempt to “please.” Confronted with a strong objection (or criticism) the ‘response’ is now up to us, especially when the KOL acts as if they are the authority. (You really are, right?!)   One strategy is to immediately work to find the “real” question or challenge, the deeper issue the KOL is considering? “Can you give me an example of that from perhaps a patient you are seeing” is a better response than attempting to reiterate and provide a review. The next step is to ask a few more respectful but probing questions which will get to the root of the question and clarify the KOL’s objection. Ask questions to facilitate deeper thinking about their comment:   ·        Why brought you to that conclusion? ·        What do you think would happen if…? ·        Why do you think that is the case? ·        What impact do you think that will have? ·        What type of data would address your concerns?   The art of being an impactful MSL is about asking the right questions and engaging the physician. Be careful not to challenge but to explore and allow the ‘teacher’ to have their say. Consider how you can apply these ideas this week and in our next post we will give you our ideas on how to apply these practices.   Insights from a PharmD & an Executive Coach. Please repost if your network would find this useful. We’ve only scratched the surface, join our LinkedIn MSL community for more (Link in comments). What are YOUR ideas about the art of being an impactful MSL? #ArtofBeingAnImpactfulMSL #MSL #MedicalScienceLiaison #KOLengagement #PharmaceuticalIndustry

What is your gut reaction to objections and challenges (sometimes with emotion or worse, cold logic!) from a KOL? The art of being an impactful MSL involves turning uncomfortable moments when challenged by a KOL into meaningful insights that are valuable to your company and more so to the physician’s patients. Gaining a deeper understanding of the actual concern can strengthen your KOL relationships by turning this objection into a meaningful discussion by asking the right questions. The best MSLs shine through these times and gain valuable insights in the process. In fact, those MSLs want the physician to object! Nora Dunne, actress, director, and SNL alum said, “Your job is not to please the audience, your job is to engage the audience.” And it is in the engagement that is when they will be pleased. Don’t shrink, engage! Here are some ideas how.   When faced with a challenging question, your first step is to gain clarity. You could start by using the skill of paraphrasing (this traditional approach gets you in sync and signals that you understand). You can then ask clarifying questions to get additional facts: ·        I want to be sure I understand your comment, it seems the essence of your concern is _______ (safety, price, formulary, etc.)? ·        What aspect of the data led you to that statement? ·        What are you using for comparison? ·        Tell me more. This and the “what else?” question helps the physician begin to teach you…become a willing student…you are in the professor’s office!   Insights from a PharmD & an Executive Coach. What are YOUR ideas about the art of being an impactful MSL? Please repost if your network would find this useful. We’ve only scratched the surface, join our LinkedIn MSL community for more. Link is in the comments! #ArtofBeingAnImpactfulMSL #MSL #MedicalScienceLiaison #KOLengagement #PharmaceuticalIndustry

What is your gut reaction to objections and challenges (sometimes with emotion or worse, cold logic!) from a KOL? The art of being an impactful MSL involves turning uncomfortable moments when challenged by a KOL into meaningful insights that are valuable to your company and more so to the physician’s patients. Gaining a deeper understanding of the actual concern can strengthen your KOL relationships by turning this objection into a meaningful discussion by asking the right questions. The best MSLs shine through these times and gain valuable insights in the process. In fact, those MSLs want the physician to object! Nora Dunne, actress, director, and SNL alum said, “Your job is not to please the audience, your job is to engage the audience.” And it is in the engagement that is when they will be pleased. Don’t shrink, engage! Here are some ideas how.   When faced with a challenging question, your first step is to gain clarity. You could start by using the skill of paraphrasing (this traditional approach gets you in sync and signals that you understand). You can then ask clarifying questions to get additional facts: ·        I want to be sure I understand your comment, it seems the essence of your concern is _______ (safety, price, formulary, etc.)? ·        What aspect of the data led you to that statement? ·        What are you using for comparison? ·        Tell me more. This and the “what else?” question helps the physician begin to teach you…become a willing student…you are in the professor’s office!   Insights from a PharmD & an Executive Coach. What are YOUR ideas about the art of being an impactful MSL? Please repost if your network would find this useful. We’ve only scratched the surface, join our LinkedIn MSL community for more. Link is in the comments. #ArtofBeingAnImpactfulMSL #MSL #MedicalScienceLiaison #KOLengagement #PharmaceuticalIndustry

Where can you network as a medical communicator? In my latest Evergreen Biomedical Communications Group, LLC mini blog post, I share settings and events that have helped me build connections in the field: 👩🏫 Conferences 🤝 Local In-person Events 👩💻 Virtual Events Want to learn more about networking and other ways to #upskill as a medical communicator? It’s not too late to join us for our FREE webinar “How to Upskill as a Medical Communicator”, August 16, Noon CT (1 pm ET). Registration link in comments. ⬇ #networking #medicalwriting #medicalediting #upskilling #careerdevelopment #LearnWithEvergreen #GrowWithEvergreen

🌟 Master Cross-Functional Communication for Clinical Trials Success 🌟 Aspiring professionals aiming to enter the clinical trials space often ponder the best path forward. My advice: Master the art of cross-functional communication. This skill is not just a nice-to-have; it's essential. A recent survey indicated that 70% of successful trial outcomes were linked to robust interdisciplinary collaboration. This means that your ability to effectively communicate across various departments can significantly impact the success of clinical trials. In my experience, the most successful clinical trial professionals are those who can seamlessly integrate insights from diverse teams, from data analysts to regulatory experts. By fostering a culture of open communication and mutual respect, you can drive innovation and efficiency in your projects. This approach not only enhances trial outcomes but also accelerates your career growth in this dynamic field. Ready to excel in a career that thrives on teamwork and innovation? Let's get in touch and chart your unique path in clinical trials. Together, we can navigate the complexities and unlock new opportunities in this exciting industry. 🚀 #ClinicalTrials #Teamwork #CareerGrowth #HRS #Science

One of my mentors, Nido Qubein, president of High Point University in North Carolina reminded me that when you know how someone thinks, you are way ahead of the game. When you are presenting to a physician client, it is important that you understand how doctors these days think. It may offer a window into them and into your presentation.   It is vital that we not think of persuading but rather partnering as our first, most important job. Persuading is about me and my stuff; partnering is about us, more importantly about them and their patients.   See if you agree this might be how your doctor silently thinks:   1.     Who are you? 2.     Are you worth my time? 3.     What ya got for me? 4.     Is this new? 5.     How does this relate to my patients?? 6.     Who are you again? 7.     What did I think of this time? (actually, they are asking themselves how they felt about you without using feeling words!)   Traditionally, we spend precious time introducing ourselves and jumping into our agenda instead of getting inside the head of the doctor. The first two questions are actually about you, not about the doctor. Do you think that is the focus of the KOL?  What’s the actual order of these questions in the KOL’s head?     Think a bit about this. Our next post will discuss what we suggest the doctor is really thinking!    Insights from a PharmD & an Executive Coach. What are YOUR ideas about the art of being an impactful MSL? Please repost if your network would find this useful. We’ve only scratched the surface, join our LinkedIn MSL community for more: https://lnkd.in/gtYXWB9i #MedicalScienceLiaison #MSL #EffectiveCommunication #HealthcarePartnership #PharmaceuticalIndustry