Listening Priorities for Medical Science Liaisons (MSL) Part 1

In a recent conversation with Nicolas Georgiades, I was introduced to the term “listening priorities”—a concept that reframes how we measure MSL contributions through insights that shape strategy.

Listening priorities are strategic questions that guide scientific exchange. When MSLs connect deeply with KOLs, they uncover insights that validate direction—or reveal opportunities for change.

As Nicolas shared, “Most meaningful insights aren’t new ideas. They’re confirmations that we’re on the right path.”

We explored training, implementation, and the importance of relationships that foster honest dialogue. Here’s a snapshot from our discussion…

Kim: We’ve been talking about how to measure MSL impact for years. What’s your perspective?

Nicolas: The most valuable impact an MSL can have from the field is gaining insights that impact strategy based on the “listening priorities.” Listening priorities are predefined questions aligned directly with the strategy for which the broader medical affairs team needs to gain a deeper understanding. The relationships MSL have with their KOLs offer a platform for scientific exchange that, with the right questions, can validate the strategic direction or may even offer the team the chance to consider new strategies.

Kim: How do you define a meaningful insight?

Nicolas: A meaningful insight is a form of strategic intelligence gleaned from KOL/MSL meeting that may inform current or future strategy. The process starts with ensuring each MSL can articulate the prioritized medical strategies and the defined listening priorities aligned to the strategy. I like to emphasize that most meaningful insights aren’t novel ideas, but rather a validation of the strategy which can be just as valuable. I suggest the MSL focuses on what they are hearing during scientific exchange related to the medical strategy. Does it resound with the KOL? Through true scientific exchange, KOLs will provide their perspective and as an artful MSL you can use your skills to probe to find the “why” behind what they’ve shared to discover what they genuinely believe.

Kim: So, where do you start with the implementation of gaining insights against listening priorities?

Nicolas: Start with training to ensure understanding across the team. The training is built around the medical strategy, outlining listening priorities, and how to extract insights building on the soft skills which are likely already in the MSL curriculum. Taking this into the field, if the MSL has a genuine relationship with KOL, they will be honest with their answer. That’s where the quality insight comes from. Your KOL relationship builds a safe space for conversation. The strength of the KOL relationship facilitates deeper, more valuable insights, using the “soft skills” necessary when practicing the art of being an MSL.