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  • 19 Aug 2013 7:34 AM | Deleted user
    By Dr. Alexander Tolmachev

    When physicians hear the word "Pharma representative" most of them may imagine an over-smiley, flashy field force guy, ready to chat with you on any topics, and when it comes to discuss the pharmaceutical product he will start speaking with marketing messages sometimes despite relevance and without deep understanding of therapeutic area. This also concerns MSLs and Medical Advisors though doesn’t really describe the expected approach to potential customers in Medical Affairs. Still the field force people may keep this behavior to save good relations with physicians, as extroverts often do. Spontaneous behavior provides fun and generally speaking good impression. But physicians may also become suspicious of someone who is constantly smiling, laughing, joking, and talking. It is true that most extroverts tend to earn trust quickly through getting into a relationship and figuring things out, which is a great quality in social setting. Still is this what the physicians really expect from MSLs? As any potential customers medical society has its needs and it is a chance for Pharma to fulfill them.

    The key to being successful in Medical Affairs is understanding what needs drive the physicians or KOLs and how you can help them fulfill those needs. This is where being an introvert may be advantage. This are the fields where introvert excel.

    1. Study their product and therapeutic area deeply, knowing the strengths, weaknesses, and ideal prospect. As all introverts tend to keep investigating their subject deeper over time they become experts that customers may rely on and this is how they start building trust as best advisors ever.

    2. First listen then speak. Before they even begin to talk with physicians about what they have, they will determine if the customer is a good prospect to work with. Customers will feel that this professional is consistent: first investigating the needs and issues then finding the best service. And this MSL is respecting the customers' time through minimizing small-talk, which is really important considering common time restrictions.

    3. Prepare their communication and anticipate objections. That's because introverts have enough empathy to think how theirs customers think and realize that objections is a good thing and a ladder to trustful relationship. Their deep approach to other people's needs combined with most short and informative messages result in clear and relevant presentations.

    4. Think about the long-term value of the customer. Introverts need stability in their career and relations with the customers. More over they treasure their deep relationships and connections. The only way to keep it stable is thinking about the future needs of the customers and potential solutions. It takes longer to build this type of collaboration, but it’s the only way to create long-term success.

    So the talkative, loud, constantly laughing guy may be not the “born for success” in Medical Affairs; the quiet, introspective, hard-working person is. That’s not to say extroverts are lacking of good qualities for Medical Affairs — the ability to approach people is crucial for working with large teams and number of customers. The difference is that introverts will often work hard to develop the extrovert’s skills, while the extroverts will continue to try to get by on their natural charms. As an extrovert, you can still be a top performer; you may simply take the best qualities of introverts and pull them into your work style.
  • 15 Aug 2013 8:51 AM | Deleted user
    By Dr. Alexander Tolmachev

    Medical Science Liaisons (MSLs) are immersed in the generation of intangible value for internal and external stakeholders. Industry’s MSL teams are facing the same generic challenge - how to measure the value of ideas and insights, and how to subsequently track the team’s unique contribution to a remote outcome.

    Measuring strategies may vary from company to company, but most MSL teams use a combination of quantitative and qualitative metrics when communicating value to internal stakeholders. This combination was born of perceptual and practical considerations: MSLs often perceived strictly quantitative metrics as sales based function (and therefore inappropriate from a compliance standpoint); on the other hand, company executives often perceive strictly qualitative metrics as insufficient from a business justification standpoint. Since MSL team value is not easily shown through quantitative metrics such as number of visits, frequency of client contacts, or numbers of presentations, etc, medical liaison organizations have to think creatively to be able to show their value. However 48% of surveyed pharma respondents say they see a lack of quantitative metrics in MSL teams. 

    Analyzing key contributions of MSL team will help to understand the measurements needed to reflect that contribution. A metric appropriate to MSL involvement in Phase I to Phase III of product development is a summary of clinical study site recommendations coming from MSL that is eventually accepted by the Clinical Research for participation in clinical trials.
    Since one of the MSLs’ contributions during this stage of product development includes scientific exchange (a dialogue with medical society), the quality and outcome of this scientific exchange can be useful as a metric. A satisfaction survey of thought leaders who interact with the MSLs can provide information on the quality of scientific exchange from the company’s MSLs. Parameters of such a satisfaction survey may include the completeness of response given by MSLs, timeliness of response, and thought leader’s perception of the quality of interaction.The company’s objectives in establishing such exchange, including increasing awareness of company presence within a therapeutic area, may also be developed into ‘thought leader awareness’ surveys. In order to measure satisfaction of internal stakeholders the same approach of satisfaction survey might be utilized. 

    For MSLs involved in IIS programs, metrics generally focus on quality of submitted proposals and alignment of submitted proposals to a product development strategy. The quality and quantity of portfolio activities can serve as metrics by describing effectiveness and productivity of the MSL team. Companies may, however, focus on only quantitative metrics, by just ‘counting activities’. When MSLs are given a role in field-based responses to unsolicited medical queries that can include off-label uses, forcing use of simple number of requests as a metric may encourage solicited requests by MSLs who need to reach their expected volume.

    Value metrics and volume metrics of MSL performance may play different roles for MSL managers. While value metrics are aimed mostly on internal stakeholders and demonstration of reached outcomes of activities, volume metrics that show MSL contribution may be utilized internally by Medical Affairs for tactical and corrective decisions. Among volume metrics most often are mentioned such as number of IIS proposals submitted, number of publications authored, number of MSL promotional speeches, direct contribution to company research, internal customer feedback, advisory boards supported, number of scientific speeches by MSL, number of speakers trained, etc.
  • 13 Aug 2013 10:37 AM | Deleted user
    By Dr. Alexander Tolmachev

    During a Phase 3 trial, Medical Affairs teams usually identify journal targets and congresses to announce trial results. When the trial is complete, teams start to prepare journal articles, abstracts and posters. Actually Medical Science Liaisons get involved to market preparation in advance of the launch activities. Their first task looks simple – to listen. MSLs should listen carefully to physician needs for a particular disease area, learning where current treatments are insufficient and what physicians would like to see in a new product. This input becomes extremely valuable later on as the company creates product messages and the scientific platform for publications.

    Closer to product launch, MSLs should be trained on the new drug/indication. If the new product is in a familiar therapeutic area to the company, then existing MSLs can receive additional product training. But if the product expands into a new therapeutic area, then MSL managers are left with a difficult decision — bring new MSLs on board or shift resources to properly support the new product.

    Although medical communications and MSL teams start supporting products early in their lifecycle, other medical functions need to be prepared for increased workloads at product launch. Medical educational projects and investigator initiated studies have to be planned and budgeted in advance (at least preliminary).

    Before the product/new indication launch, MSL teams are the only ones that are permitted to provide off-label data upon unsolicited requests from physicians and thought leaders. If an unsolicited request is coming from HCPs through other functions (sales, marketing), MSLs yet have to contact with physicians directly just updating internal partners about request resolution. Off-label requests solicited (prompted) by pharma company personnel are illegal and considered bad promotion.

    Pre-launch is the most important period when MSLs are generating awareness and build relationships with thought leaders. Therefore success of MSL means ability to make the launched product a long-expected solution in their practice. Following product launch, MSL programmes continue activities relating to scientific exchange and building peer-to-peer relationship with thought leaders. This process requires good planning with individual thought leader development plan as a basic tool reflecting any activities involving the HCP. These activities may include clinically supporting educational activities, speaker training programmes, facilitating the company’s clinical study publication plans. The quality and quantity of portfolio activities can serve as metrics by describing effectiveness and productivity of the MSL team.

  • 31 Jul 2013 10:02 AM | Deleted user

    To get a fresh perspective on the role of medical science liaisons, the MSL Society Blog recently sat down with Amy Joseph, a newcomer to the profession after serving for nearly 12 years as a clinical and retail pharmacist.  After completing her PharmD at Northeastern University in 2000, Amy worked in the greater Boston area at CVS Pharmacy, Women and Infant’s Hospital, Kent Hospital, Care New England, and Beth Israel Deaconess Medical Center. 

    Amy is in her first year as an MSL at DUSA Pharmaceuticals, a company focused on dermatology treatments, and she was kind enough to share some of her insights on the MSL role after completing her first month on the job.

    MSL Society:  What drew you to the MSL profession?

    Amy Joseph:  The main draw for me was a new challengeundefineda change. Remaining stagnant or reaching a plateau is not good for the human spirit; therefore, my mindset has always been to incorporate some degree of change in all aspects of life, including work. The MSL role interested me because it incorporates my clinical practice experience in a unique way for me.

    MSL Society:  How did you prepare for the leap from clinical pharmacy to working in pharmaceuticals?

    Amy Joseph:  My preparation involved updating my CV and doing a lot of networkingundefinedthat’s how I found Dr. Samuel Dyer and the MSL Society. It was a happy coincidence that the first society meeting took place just one month into my search for a MSL position.

    I found this meeting extremely helpful, along with reading online about how to be successful in the role. I thought the timing for the transition was ideal, as the MSL role is becoming increasingly recognized for its value to the pharmaceutical industry.

    MSL Society:  What were your first impressions of the role and working in pharmaceuticals?

    Amy Joseph:  My first impressions aligned with my expectations that this role would be challenging and exciting.  So far, I’ve felt that I made the right choice in pursuing this position at DUSA.

    MSL Society:  What have you enjoyed most about your new role as an MSL?

    Amy Joseph:  I have most enjoyed the new challenges brought about by this change. Also, I enjoy the flexibility, driving my own schedule independently,  the travel, and meeting new thought leaders.  I am grateful for all of these aspects of my roleundefinedit’s been very fulfilling.

    MSL Society:  Has anything surprised you about the MSL role?

    Amy Joseph:  I’ve been most surprised by the depth of the relationships that I’ve been able to form in a short amount of time in the MSL position.  I am fascinated by how much impact these relationships have on the dissemination of scientific data among the medical community, which ultimately leads to improving patient care. Although building these relationships often takes time and patience, proving the value that MSLs provide gives me a surprising level of fulfillment each time.

    MSL Society:  If you could give any tips to other newcomers facing early challenges in the MSL role, what would they be?

    Amy Joseph:  The strongest challenges that I face in this still very new transition right now are many, but certainly not insurmountable!  First, you have to figure out how to meet the set of expectations that are required to demonstrate to your company’s leadership your value as an MSL

    Second, you have to navigate regulatory and compliance guidelines while still remaining effective in your role.  Third, you have to accept that this position is not something you can master solely by studying materialundefinedthat’s important, certainly, but you also learn so much with each thought leader interaction as you’re building relationships in the medical field.

    Fourth, you need to realize quickly that it will just take time to feel comfortable in the role, and that you need to be patient with yourself, along with getting patience from your employer.  Finally, you have to learn how to integrate your company’s unique business strategy with the medical minds of your thought leader panel, within the allowed regulatory confines and only with the resources available to you.

  • 23 Jul 2013 9:00 AM | Deleted user

    On August 22nd the Medical Science Liaison Society will launch its interactive job board, the MSL Society Career Center!

    With the organization’s dedicated focus on the Medical Science Liaison career, the new MSL Society Career Center will offer its members – and the global MSL community– an easy-to-use and highly-targeted resource for online employment connections. 

    For MSL job seekers, the MSL Society is here to help you excel in your career, to reach the pinnacle of your abilities, and become an indispensable leader in the field of medical affairs.  We recognize that MSL Society members are not just ordinary job seekers; they are part of a society of industry professionals who care about their career development and stay informed about changes within our industry.  Our members represent the brain trust of our professional community and rely on our association to excel.  Whether you need us right now or later in your career journey, the new MSL Society Career Center will serve as a useful tool for job seekers throughout their careers.

    For employers, the MSL Society understands that you work hard to attract and retain great employees, so we want to work just as hard to help you find your next high performers in MSL roles and medical affairs management.  The new MSL Society Career Center will provide a wider range of services and opportunities for employers to recruit and attract first-rate talent through a highly-targeted search, with a minimum expenditure of time and resources.

    As the voice for the global MSL profession, the MSL Society will continue to evolve and function as the primary source for both MSL members and professionals in the industry.   We invite you to discover the advantages of posting your MSL job or resume by visiting the new MSL Society Career Center on August 22nd!  

  • 16 Jul 2013 7:43 AM | Deleted user

    Earlier this year, the MSL Society had the privilege of collaborating with the Rutgers University Pharmaceutical Industry Fellowship Program on a new study centering on the recently enacted Physician Payments Sunshine Provision, commonly known in the life sciences industry as the Sunshine Act.


    The Sunshine Act, part of sweeping healthcare reform in the United States, details a host of new regulations whereby life sciences companies must provide detailed tracking and reporting to the American public payments made to medical professionals by their commercial and medical affairs divisions. 


    For the survey, the MSL Society and the Rutgers fellowship program were interested in finding the emerging implications for Medical Science Liaisons as they go about their work in the U. S. pharmaceutical industry.  The purpose of the research was to determine the type and level of impact that the Sunshine act is having and will have on MSL interactions with Key Opinion Leaders (KOLs) and other healthcare providers.


    As the study shows, Medical Science Liaisons can provide keen insights on this element of healthcare reform, as they play critical and central roles to industry’s ongoing relationship development with leaders in the medical community. The Rutgers Pharmaceutical Industry Fellowship Program and the MSL Society are pleased with the response generated from the American MSL community, with a total of 167 MSLs representing 40 companies participating in the study.


    Some of the early insights include the fact that 73 percent of MSLs report that their companies have instituted standardized reporting systems for tracking payments to physicians and academic institutes, while half of respondents said that their companies are formalizing their training around the Sunshine Act’s requirements.


    We have compiled the survey results, along with particular insights gleaned from the MSLs’ responses, in a 15-page report.  Fresh off the presses, members of the MSL Society can find the report in the resources section of the society’s website at www.themsls.org/whitepapers.


    The MSL Society invites its members to discuss the report and its findings at our LinkedIn group, Medical Science Liaison and Medical Affairs Networkers.


  • 10 Jul 2013 8:56 PM | Deleted user

    From time to time, the MSL Society blog will feature testimonials from its members, outlining from their own perspectives the benefits of membership and the society’s events and services.  Allison Murphy is a member of the MSL Society, and she also plays a key role on the organization’s global board of advisors.

    By Allison Murphy

    I am proud to say that I joined the Medical Science Liaison Society in its inaugural year of 2012.  After spending a decade as an MSL at Eli Lilly, I see multiple benefits of the society for those currently working in this critical role that unifies life sciences companies and the medical community in the pursuit of better treatment options and health outcomes for patients worldwide.

    As with any role, it’s important to know first-hand how others are succeeding.  I believe the society gives MSLs a strong platform for sharing best practices, so much so, that I see the MSL Society ultimately as a conduit for innovation to make the MSL role even more critical to the advancement of medicine. Right now, there are no global standard operating procedures for MSLs, with each company and its force of liaisons operating within uniquely-crafted operations frameworks.  To my mind, the MSL Society is now well-positioned to guide a global set of SOPs to drive companies and their people to new levels of success.

    Where I see the highest potential impact for the MSL Society is in the area of training and development.  With the competitive nature of the pharmaceutical business, I believe the MSL Society can serve as a neutral organization that fosters development of the individual to enhance the MSL function.  As the MSL Society continues to position itself in this way, it can serve as a recognized governing body for training and development for new and experienced MSLs.  Also, I see the organization as primed for piloting new programs at particular companies, since the MSL Society boasts a diverse membership of many tenured people well-equipped to advise and mentor companies and individuals as the role continues to expand globally.

    The recent global conference in Philadelphia is a great example of the applied value of the MSL Society and its programs. I daresay no one left that event without at least a few key takeaways that broadened their perspective and gave them tools to work with in the field.  The level of experience and tenure of the speakers panel were of the highest caliber. In addition to their credentials, each speaker’s work led to a real topical diversity among the various talks, and I could see that each attendee was engaged and participating during each session.

    I perceived the participation levels to be as high as I’d ever seen at a meeting of this type, and I would owe this perception to notion that each talk was very comprehensive within a targeted topical area. This allowed for deep discussions that remained very pertinent to the MSL role and made best practices sharing a real hallmark of the event. 

    Finally, just as important as the content the MSL Society provided was also the generous amount of networking time allotted throughout the event.  It’s great when an organization has the confidence in itself to know that people gather at these events to not only learn from content provided by the promoting organization, but to also learn from each other. I can tell that this is very much an ingrained value at the MSL Society, and I will work to ensure that this value remains front and center for future generations of members.

    Allison Murphy is a global business development consultant at Thought Leader Select, a Chapel Hill, North Carolina-based key opinion leader strategy company.  After spending more than 10 years in sales and MSL roles at Eli Lilly, Allison now consults with commercial and medical affairs executives on strategies for more optimized collaborations and engagements with thought leaders and centers of excellence in the medical community.  A registered nurse and graduate of Villanova University, Allison lives in the greater Boston area.

     

  • 03 Jul 2013 5:38 PM | Deleted user

    By Dr. Samuel Dyer


    The role of the medical science liaison (MSL) is earning increased recognition for the vital part these professionals play in the success of life sciences companies, from biotechnology and pharmaceutical firms to medical device and diagnostics concerns worldwide. With this increased recognition comes an extra burden of maintaining the credibility of the role, through the training and activities undergone and executed by those performing as MSLs. 


    Once seen as simply another channel by which the life sciences industry interacts with the medical community, the MSL role has become both central and critical to the success of many, if not most, companies and their respective portfolios. Unlike their commercial counterparts, MSLs often work with the medical community, both key opinion leaders (KOLs) and clinical and research practitioners, throughout a product’s lifecycle. MSLs serve their companies with versatility, as their work applies to multiple external and internal activities, such as ensuring products are utilized effectively with patients, serving as scientific advisors to their corporate colleagues, In perhaps their most important capacity, MSLs serve as scientific peers and resources to key opinion leaders, as many MSLs have medical and scientific educational backgrounds and work experience. 


    As of now, industry-wide guidelines specific to MSLs and their activities are virtually non-existent.  There are no specific training nor external compliance guidelines that specifically govern the role nor its activities. As the MSL role continues to expand its industry influence, programs must emerge to meet these needs. In the meantime, MSLs are performing within broader, industry-wide guidelines, particularly in the United States.  These guidelines have heavily influenced MSL deployment over the last decade.


    Currently, MSLs in the United States must perform within compliance guidelines published under the auspices of the Department of Health and Human Services Officer of Inspector General.  The OIG guidelines, first published as the Compliance Program Guidance for Pharmaceutical Manufacturers in 2003, were a regulatory reaction that to concerns that traditional commercial sales and marketing activities in the pharmaceutical industry could potentially influence scientific or medical activities.


    The OIG guidelines had a huge impact on the MSL profession, since before their enforcement, most MSL teams and their activities were housed in the marketing or sales divisions of life sciences companies. As a result of these guidelines, companies created distinct firewall separating commercial activities from MSL work, deemed medical affairs activities.  Thus, the OIG guidelines played a large role in shaping the current definition of the MSL role and their activities, as many pharmaceutical companies redeployed their MSL teams and moved them away from commercially-aligned departments.


    As a result, most companies reorganized their MSL teams into separate Medical Affairs divisions. This firewalling of MSLs and their commercial counterparts helped solidify the MSL role as an unbiased resource for KOLs, making the KOL relationship imperative as the primary role for most MSL teams.


    Recently, the MSL Society conducted a global survey of MSLs, with 270 respondents from 29 countries around the world.  The focus of the survey was to gain insight into the range of activities that define MSL engagement, and discover their primary focus, no matter the location.  In the survey, the MSL Society outlined multiple activities that MSLs are known to execute in their roles, and respondents were asked to select all of those in which they currently participate.


    We were very interested to find that, even in the absence of any guidelines or standards that specifically address the MSL role, it’s abundantly clear that medical affairs executives are operating within a set of unwritten global standards and focus for their MSLs’ activities. Although all MSLs around the world engage in multiple activities, the vast majorities of these activities are identical in nature and primarily revolve around engaging with KOLs. In fact, over 98 percent of MSLs reported that they had primary responsibility for KOL relationship management, while about 92 percent reported educating KOLs on a regular basis within the demands of their role.


    As the MSL role increasingly becomes recognized as a crucial to the success of companies, it will be necessary to have guidelines that specifically address the MSL role, their training and activities. The MSL Society will have a role to play in the process of implementing global, regional, and national standards to address industry needs, through training and advisory services, as well as galvanizing support for such standards within our global community.

  • 23 Jun 2013 9:00 AM | Anonymous

    On the heels of our very successful first global conference and gala in Philadelphia this past April, the Medical Science Liaison Society (MSL Society) is pleased to announce its second global event, the MSL Society Paris 2013 Conference. 

    Scheduled for October 28-30 in the City of Lights, the conference will take place at the Hyatt Regency Paris Etoile Hotel, just minutes from noted Parisian landmarks such as the Louvre, the Arc de Triomphe, and the Champs Elysees.


    Paris holds a special place in the hearts of the leadership team at the MSL Society.  Just a few years ago, a group of friends representing a diverse cross-section of the global medical affairs community convened in Paris to discuss the lack of educational and networking resources available to MSLs around the world.  Instead of just talking about problems, this core group started finding answers, and the MSL Society came to fruition in 2012.


    We are pleased to invite MSLs, as well as medical affairs managers and executives, to reconnect with colleagues and establish new relationships at the Paris conference.  The networking and education among Society members is invaluable, as discussing relevant topics, best practices, and innovative approaches to the MSL role will undoubtedly improve your team's performance in the field.


    In the coming months, watch this space, as well as our social media outlets (Facebook, Twitter, and LinkedIn), as we reveal more detailed information regarding event registration, agenda, speakers, sponsorship opportunities and other miscellaneous event details.  If you're interested in speaking and sponsorship opportunities, please contact Heliana Sula, Director of Marketing for the MSL Society, at healina.sula@msls.org.


    "The MSL Society is growing stronger than ever, through the strength of its offerings to lift up the MSL profession, and just as importantly, due to the active, engaged participation of our emerging membership," stated Dr. Samuel Dyer, the organization's Chief Executive Officer.  "We are thrilled to be working with the Hyatt family of hotels after our extraordinary experience in April at the Bellevue in Philadelphia.  The Hyatt Regency Etoile property is a standout property in a city known for great accommodations, and our team eagerly anticipates another world-class event in Paris."


    Stay tuned for more information in the coming months, and we look forward to seeing you in October! 

  • 01 May 2013 9:00 AM | Anonymous

    A recent survey conducted by the MSL Society and the Rutgers Institute for Pharmaceutical Industry Fellowships reveals key insights into how MSLs view their role in this new Sunshine Act environment.


    As the industry prepares for the implementation of the new Physician Payment Sunshine Act (PPSA), which was passed under the Patient Protection and Affordable Care Act in 2010, the final regulations were published by the Centers for Medicare and Medicaid Services (CMS) in the Federal Register on February 1, 2013. The new rule requires manufacturers of drugs, devices, biologics and medical supplies covered by Medicare, Medicaid or the Children’s Health Insurance Program to report certain payments or other transfers of value made to physicians and teaching hospitals.


    Over the last few years there has been a lot of discussion regarding how the new regulation will impact Medical Science Liaisons (MSLs) engagement with Key Opinion Leaders (KOLs) and other healthcare providers. To shed light on this question, the MSL Society recently partnered with the Rutgers Institute for Pharmaceutical Industry Fellowships to design and conduct a survey of current MSLs in the U.S. This survey collected responses from 167 MSLs, representing a variety of companies and therapeutic areas, who provided insights into how MSLs view these regulations and the impact they may have in the field.


    According to the survey, most companies are already preparing for the new regulations. In fact, 73% of MSLs surveyed indicated that their companies have already implemented a standardized reporting system for tracking payment requirements to physicians and academic institutes. Even for those that do not have a formal tracking system in place, 11% of respondents indicated that their companies currently have plans to develop a tracking system. In addition, 50% of the MSLs surveyed reported that their company is also offering a formal training program on the new regulations.


    The survey also provided insights into how MSLs perceive the level of awareness of these regulations by physicians. Although most MSLs reported that they believed physicians are aware of the general provisions, the level of awareness varied widely. However, MSLs also noted that the physicians with the most comprehensive understanding of the regulations are concerned about how general information may give the public the wrong perception of the relationship between physicians and pharmaceutical companies.


    Although the majority of MSLs from the survey do not believe the act will have a negative impact on their relationship with physicians, some did express concerns that the regulations could reduce the frequency and quality of their interactions. Interestingly, a small percentage of MSLs indicated that the new regulations could actually increase the number and quality of interactions. However, most MSLs do agree that the regulations will likely negatively impact sales as access to physicians becomes increasingly restricted.


    In addition to the Sunshine Act in the U.S., there are a number of global regulatory changes that will be implemented over the next several years that will result in increased scrutiny between physicians and the pharmaceutical industry. Clearly these regulations will have an effect on how pharmaceutical companies engage with physicians and other healthcare providers. However, the Sunshine Act and other regulatory changes are unlikely to have a negative impact on the relationship that MSLs have with physicians. In fact, MSLs may actually increase the number and quality of interactions they have with physicians as a result of these new regulations.


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