Challenges or Opportunities?

Perspective is important. When you wake up, you decide to look at your day as a lengthy list of things that “need to do” or things you “get to do.” Your choice of perspective impacts how you approach your day. I had an opportunity to talk with Vanessa Nunes de Paiva, MSc, Ph.D., M.B.A about how she approaches the challenges of being an MSL focused on rare disease on a small team. She has a sparking personality that supports her solid scientific expertise and experience as an MSL. During our conversation we identified some things that have led to her having an impact as an MSL in her large and diverse territory responsibilities.

In talking about developing new relationships, Vanessa emphasized how she uses AI to research potential KOLs to identify with whom she should focus and how to tailor scientific exchange for each KOL according to their interests. While AI is helpful for research, we agreed that AI won’t be replacing MSLs. And it can help make us more efficient. She approaches each office with a smile, open to conversation with all the staff, emphasizing that each will play a role with the patient in rare disease.

When discussing data with KOLs that dispute the data or simply argue about the results, Vanessa focuses on the facts and doesn’t take it personally. She considers their perspective and navigates through the available studies to provide the available data to address their concern. What happens when they persist with their objections? She stays calm and recognizes the limitations of the data available but stands firm on defining the patients for which the product can have an impact.

Persistence is key to getting time with a KOL, and creativity is a must. She discussed how she goes beyond the office to identify where you can find a KOL… Perhaps at Grand Rounds, at a conference but be ready for the conversation wherever you go. No time to pull up slides? You’ve got this! Ensure you know the data well enough to share it on the fly. Vanessa gave an example of how one of her international KOLs connected her to a KOL with whom she had been unable to secure time. Not being shy and standing out in a crowd is an important part of her success as an MSL.

How do you deliver bad news as an MSL? You need to maintain yourself as a resource for the KOL but can’t say “yes” to their request which could jeopardize your relationship. Vanessa suggests finding a different pathway to support the goal besides sponsorship. Perhaps another available resource could provide value, or an adjustment may align with an initiative. Always come with a solution rather than just bad news.

How do you overcome the challenges you face and still have impact as an MSL?