The Art of Asking Questions: How MSLs Can Transform KOL Conversations into Actionable Insights

Medical Science Liaisons (MSLs) serve as pivotal links between healthcare companies (i.e., pharma, biotech, medical device, etc.) and Key Opinion Leaders (KOLs), translating scientific conversations into strategic insights. Gathering actionable insights from KOLs has increasingly become a critical activity for MSLs, with many companies measuring the success of their MSL teams partly based on their MSLs effectiveness in this critical activity. The art of asking questions is critical to the success and impact of an MSL. In the following sections, I share observations based on my experience conducting MSL training programs with more than 75 companies across 20 countries, providing practical guidance on enhancing this essential skill. MSLs must develop their questioning skills, aligning them closely with their organization’s medical strategy. Improving this skill can significantly increase the strategic impact of MSL teams. Continuous refinement of questioning techniques is essential for long-term professional growth and effectiveness.