Define the role, onboarding and cross-functional working.
Building knowledge, skills and confidence.
Effective interactions pre, peri and post launch
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.
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.
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.
MSLs attending ACHiiVE programmes have shown a significant improvement in performance post-event and demonstrated lasting behavioural change.
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.
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.
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.
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:
The experience was simply amazing and I am very happy to have this opportunity. I've grown more in the last day and a half that I could possibly do in one month alone. Thank you for making me a better MSL!
Really good course, even though it is not the first time I undergo MSL training, it IS the first time I have had a course like this one. Role-play is fundamental for MSLs to understand how they behave and adapt especially under pressure, to get to know which are the best answers and how others in the same role perform. Thank you for the insights and patience! Amazing experience!
ACHiiVE has been a great pillar of support to our launch strategy. It has given teams the confidence to build meaningful relationships with our HCPs. This team has the discipline to execute a highly valuable program free of technology glitches and extremely engaging for all roles.
This was an amazing opportunity to get a real feel for the power dynamics in the field and to fully understand the key strengths needed for this role. Thank you!
It was a great experience; the real life profiles add to the value of the training session. Keeping this training in local language made it even better.
A very good workshop. Having this kind of simulation is very useful for medical department and I have not experienced this in any other company.