It is common practice for medical science liaison (MSL) team managers to ‘observe‘ their team members in the field interacting with key thought leaders (KTLs). Depending on the manager, these visits can be nerve-racking. But observations are just a snapshot in time and managers may miss good work that an MSL is doing when they’re not looking. These observations also have bias. Several studies show that ‘likeability’ by your manager is a stronger predictor of success than the work itself!

So, sometimes, the field visit has inherent ‘confirmation bias’ (i.e., that the manager is confirming negative or positive things he/she may have seen or heard previously). There is a significant amount of research that suggests we are all unconsciously biased to some degree. The biases we tend to think about are usually related to race, gender, age, perceived social status, etc.

Regardless, there are 5 things MSL managers look for which are central to most field visits:

1. Know the Science and the Data

This is self-explanatory, but it bears repeating. During an MSL field visit, your manager will easily recognize when you’re not up on the most recent scientific information.

2. Evidence That You Have a Good Relationship with the HCP You’re Meeting.

MSL field visits are designed to assess whether the MSL is capable of doing his or her job. If after one year, the healthcare provider (HCP) still doesn’t recognize you…well, that’s not a good thing.

3. Evidence that You’re Actually Working

Remember, a medical science liaison is a field-based role. Trust is key. If you’ve been reporting for the last six months in your company CRM that you’ve seen Dr. Smith several times and then show up to the wrong building, not know where to go, or how Dr. Smith looks, etc… You might need to start looking for another job.

4. Have a Plan

During an MSL field visit, your manager will want to see that you have some type of plan for each interaction. That you’re not just winging it. What are your goals for the interaction? What is the purpose of the interaction? These are important from a compliance standpoint, as well.

5. Compliance

This should also be self-explanatory. If during your MSL field visit, you do or say something that’s non-compliant to an HCP, that will reflect poorly on you.

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