Before getting too worked up about the title, this article won’t focus on actual “ROI,” as in prescription sales. Instead, ROI in this article refers to the value you should be getting from investing in your medical science liaisons and medical affairs team members. Here are five reasons why you’re not seeing an ROI from your medical science liaisons and medical affairs professionals.

1. Medical Affairs Professionals Lack the Proper Skills & Training

Today’s medical affairs professional is expected to have a much broader skill set. Areas such as pharmacoeconomics, pharmacogenomics, device-drug combination studies, etc. are becoming increasingly important. Equally important are soft skills, such as presenting effectively and being able to build relationships as well as conduct competitive intelligence for the company. Establishing a standard of competencies for your medical affairs and medical science liaison (MSL) team will help ensure that you’re bench marking with your competitors and can be the difference between success and failure.

2. Medical Science Liaison Teams Don’t Receive Adequate Support

Studies show that employees who have a supportive manager perform better. Managers who ‘have their team members backs,’ so to speak, will find that their team members are more motivated, productive and are willing to go the extra mile. A medical science liaison team that is not getting the level of productivity and enthusiasm need could mean that its manager may be contributing to a discouraging culture. As Peter Drucker once said, “Culture eats strategy for breakfast.“

3. There’s a Lack of Uniformity in Your Medical Affairs Team

The number of times that medical affairs and MSL leaders point out a lack of consistency within their teams – or that not everyone is “singing from the same hymn sheet,” so to speak – is astounding. Medical affairs professionals at all levels need a consistent, uniform approach to doing what they do, whether that approach includes how to present data, processes for communicating new information to key stakeholders. Otherwise, differences can create a misalignment with the company’s overall strategy & goals and spell long term problems for the wider organization.

4. Your MSL Team is Working with Unclear Goals

As Bruce Lee once said, “a goal is not always meant to be reached; it often serves simply as something to aim at.” More often than not, it’s unclear what is expected of your medical affairs team members. Be crystal clear about your expectations, setting up SMART goals is key. Connect on a weekly basis to ensure that they are working towards their goals. What happens with many people is they get caught up in their daily tasks and don’t stop to ask themselves whether or not what they’re doing is bringing long-term value to the organization.

5. Your Medical Affairs Team Members Have Mismatched Values

What motivates a company or manager doesn’t always motivate an employee. Medical affairs professionals and medical science liaisons need to feel connected to the project, task or initiative they’re working on. It’s important to try & understand what connects team members and help them see the larger value to the broader community. If their intentions are in the right place, this can help to realign values and motivate them to be more effective and productive.