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Mastering Conflict and Objection
Management to Enhance KOL Relationships

This training program will equip MSLs with advanced skills in managing conflicts and handling objections effectively during KOL engagements, fostering resilience and adaptability.
Virtual Instructor-Led Training
August 9th, 11 AM – 3 PM EST

WHY THIS PROGRAM IS IMPORTANT

In the dynamic environment of KOL engagement, conflicts and objections are inevitable. Effective management of these challenges is crucial for maintaining constructive relationships and presents an opportunity to elevate and grow the KOL relationship, ensuring the success of medical strategies. This training program will equip Medical Science Liaisons (MSLs) with advanced skills in managing conflicts and handling objections effectively during Key Opinion Leader (KOL) engagements, fostering resilience and adaptability.

The program focuses on enhancing communication techniques, negotiation skills, and strategic thinking to navigate and resolve conflicts, transforming potential setbacks into opportunities for strengthening KOL relationships and advancing medical objectives. Participants will learn practical strategies to navigate challenging interactions, maintain professional relationships, and achieve successful outcomes, harnessing strategies for emotional intelligence in KOL relationship management

WHO IS THIS PROGRAM FOR?

Medical Science Liaisons (MSLs):

field-based professionals who engage directly with key opinion leaders in various therapeutic areas.

MSL Leaders:

Managers and directors who oversee MSL teams, focusing on optimizing their performance and strategic impact in KOL engagement.

Other Decision-Makers in Conflict and Objection Management:

Executives and professionals in medical affairs, clinical development, and strategy roles who require advanced skills in managing disputes and objections within the context of KOL interactions.

TRAINING TOPICS

This comprehensive training program empowers MSLs and MSL leaders with the skills necessary to manage conflicts and objections effectively, ensuring robust and positive engagements with key opinion leaders that drive medical strategy and patient outcomes.
Understanding Types and Causes of Conflicts:
Exploration of different conflict scenarios in KOL engagements and their root causes, including interpersonal tensions and professional disagreements.
Advanced Communication Techniques:
Training on active listening, empathy, assertive communication, and feedback delivery to de-escalate conflicts.
Objection Handling Strategies:
Detailed discussion on common KOL objections and methodologies for addressing these effectively, turning challenges into engagement opportunities.
Relationship Management Post-Conflict:
Strategies for restoring and strengthening KOL relationships following disputes, focusing on trust and credibility.

SCENARIO-BASED ACTIVITIES

Role-Playing Exercises

Simulations involving conflict scenarios with KOLs to practice response strategies and communication techniques.

Group discussions

Facilitated discussions on personal experiences with conflicts and objections, sharing strategies and lessons learned.

Case Study Analysis

Analysis of real-life case studies involving conflicts and objections in KOL engagements to identify key learning points and effective resolutions.

Feedback Sessions

Interactive feedback opportunities where participants present their approaches to managing conflicts and receive critiques and suggestions for enhancement.

MEET OUR
FACILITATOR

Samuel Dyer, PhD
CEO, MSL Society

White Medical Science Liaison Society logo medium transparent background.

Dr. Samuel Dyer is the CEO of the Medical Science Liaison Society and has over 24 years of international MSL experience. During his career, he has managed MSL teams and operations in over 60 countries across the United States, Canada, Europe, Africa, the Middle East, Australia, and New Zealand. He has facilitated the successful launch of pharmaceutical and medical device products for both Fortune 500 pharmaceutical companies and small biotechnology companies.

Dr. Dyer has coached, interviewed, and reviewed the CVs of countless MSL leaders, MSLs and aspiring MSLs. His insights and guidance have resulted in hundreds of aspiring MSLs successfully breaking into their first roles.

While leading the MSL Society, he has conducted MSL training programs for over 65 pharmaceutical, biotechnology, and medical device companies in more than 15 countries. Dr. Dyer has also written extensively on the Medical Science Liaison profession, including numerous published articles, benchmark studies, and reports. He has been the keynote speaker and moderated numerous international conferences on various MSL–related topics, including creating teams, management, MSL training, proper utilization of MSLs, global trends, and the KPIs and metrics used to measure MSL performance. Dr. Dyer has also served as a resource and consultant on a number of MSL–related projects for several organizations, including McKinsey & Company and Bain & Company.

Dr. Dyer has a PhD in Health Sciences from Touro University and is attending medical school at Washington University (Health & Science) School of Medicine. He has a master’s degree in Tropical Biology (where he studied in the Amazon) from Southern Illinois University Edwardsville and has a bachelor’s degree in Biology from the University of the State of New York. Dr. Dyer also completed a certificate program for Executive Leadership and Strategy in Pharmaceuticals and Biotechnology at the Harvard Business School.

Dr. Dyer is the author of the Amazon #1 Best Seller “The Medical Science Liaison Career Guide: How to Break into Your First Role”. The book is the first and only step-by-step guide on how to break into the MSL career (www.themslbook.com)

LEARNING OUTCOMES

Upon completing this program, participants will be able to:
Recognize and Analyze Different Types of Conflicts:
Understand the various forms of conflict that can arise with KOLs, including interpersonal, professional, and ethical disagreements.
Employ Advanced Communication Strategies:
Utilize effective communication tools such as active listening, empathy, and assertive speaking to manage and resolve conflicts.
Handle Objections Effectively:
Develop skills to confidently address and navigate through common and complex objections from KOLs.
Maintain and Enhance KOL Relationships:
Implement best practices for maintaining positive relationships post-conflict, using trust-building strategies and enhancing credibility.

TRAINING FEE & INCLUSIONS

Members

Non-members

Individuals

Established Countries*

Members

$460
Non-members
$540

Individuals

Emerging Countries*

Members

$300
Non-members
$380

Team Discount

(3 or more participants)

Reach out to Heliana Sula at heliana.sula@themsls.org to inquire about team pricing

VIRTUAL TRAINING SCHEDULE

DATE

August 9th, 2024

11 AM – 3 PM EST
*Established Countries include the following: Australia, Austria, Belgium, Canada, Cyprus, Denmark, Finland, France, Germany, Hong Kong, China (SAR), Iceland, Ireland, Israel, Italy, Japan, Korea (Republic of), Liechtenstein, Luxembourg, Malta, Netherlands, New Zealand, Norway, Singapore, Slovenia, Spain, Sweden, Switzerland, United Arab Emirates, United Kingdom and the United States.

** Emerging Countries include all other countries not mentioned in the list above. Please reach out to Heliana Sula at heliana.sula@themsls.org for your discounted rate promo code.

PLEASE NOTE-The “Emerging Countries” membership level is NOT available for those living or working in an “Established Country”. All applications will be verified

SOME OF THE 65+ GLOBAL MSL TEAMS WE HAVE TRAINED

We are ready to help your MSL team excel! Reach out to Heliana Sula at heliana.sula@themsls.org to learn more about what we can do for your team.

FREQUENTLY ASKED QUESTIONS

Can we a have an in-person version of this training for our MSL team?

YES. We can offer a customized training which includes KOL conflict and objection handling among the topics. Contact Heliana Sula, COO of the MSL Society, at heliana.sula@themsls.org

What are some things I have to prepare for before the training?
Ensure your technical setup is ready, including familiarizing the platform, having a stable internet connection, and a functional webcam/microphone. Also prepare something for you to take notes on, such as a notebook or a virtual note-taking app.
Do you offer team licenses?

YES. Contact Heliana Sula, COO of the MSL Society, at heliana.sula@themsls.org

Can aspiring MSLs enroll in this virtual training?

NO. While we understand that aspiring MSLs want to improve their skills, this training is best suited for those who are already in the MSL role. We do offer an eLearning training for Aspiring MSLs called ‘Breaking Into the MSL Career’ which you can check out here.

What skills will I acquire after enrolling in this program?

You can find the full list of learning outcomes here.

Do you allow refunds in case I change my mind after enrolling in this virtual training?
A cancellation of a scheduled virtual training date made before Ten (10) days prior to the scheduled session will be refunded 100% of the registration fee. After this deadline, we will not be able to offer any refunds. However, if you are unable to attend the program, we can transfer your registration to a future session and guarantee your seat.