Medical Science Liaisons (MSLs) have always been an essential role within the pharmaceutical industry, operating as the scientific/clinical experts who support both internal teams, as well as healthcare professionals (HCPs). As you may know, this role has shifted and evolved tremendously in recent years, with the ever-growing complexity of the healthcare landscape, increased regulatory scrutiny, and the rise of digital health technologies.
MSLs are stepping into more strategic roles
With the changing role and increasing responsibility comes the need to ensure MSLs are also equipped with the right skills to fulfill these responsibilities. MSLs have always been focused on delivering clinical messages and providing scientific data to back it up. Their unique access to real-world evidence and HCPs places them at the intersection of cutting-edge science and clinical practice, enabling them to advocate for more practical, patient-focused solutions. This expanded role is both a reflection of the growing demands in the industry and an opportunity to elevate the impact of MSLs beyond information-sharing.
MSLs are being involved more throughout the entire life cycle of product development– from providing real-world insights during early development, to gathering real-world evidence (RWE) for supporting clinical outcomes and product positioning. MSLs are being asked to engage more often with external partners (HCPs, patients), as well as increased internal cross-collaboration.
MSLs have specialized expertise, and this is becoming more evident with the rise of more complex therapies. It’s this in-depth knowledge that allows them to be invaluable partners to HCPs. The advancements in digital tools and virtual communication has broadened the reach of MSLs, fostering regular communication and touchpoints with key opinion leaders (KOLs) and HCPs.
Expanded MSL skillset
However, this shift also brings challenges. MSLs must now balance their scientific expertise with strong soft skills, including leadership, emotional intelligence, presentation, and communication.
The ability to effectively build relationships and influence decisions, while adhering to strict regulatory frameworks, requires MSLs to develop not just technical acumen but interpersonal expertise. They must be able to use their active listening skills to help tailor their message and delivery depending on the audience, while staying compliant. Their strategic value lies in their capacity to synthesize complex data into actionable insights and to guide companies in navigating the increasingly patient-centric, data-driven world of healthcare.
As the pharmaceutical industry faces growing regulatory oversight, there will be stricter guidelines on interactions between pharmaceutical companies and HCPs. MSLs must ensure these relationships remain non-promotional and compliant, while maintaining those relationships, establishing trust, and transparency while maintaining positive relationships. This can become increasingly tough when engaging in difficult discussions regarding off-label inquiries, negative clinical trial results, or other compliance-related conversations.
It is important that the MSLs are equipped with professional skills like conflict resolution and diplomacy. Their deep understanding of both the therapeutic area and the needs of varied audience members will allow them to help pharmaceutical companies make informed decisions that align with real-world practices.
The role of MSLs in the pharmaceutical industry is rapidly changing. They are no longer just educators but have evolved into strategic advisors. As this role takes shape, soft skills are what enable MSLs to influence decisions and drive patient-centric outcomes in the pharmaceutical industry. This transformation is a testament to the evolving nature of healthcare and highlights the need for pharmaceutical companies to invest in MSLs who are not just experts, but also strategic thinkers and communicators.
