Advanced Thought Leader Engagement Strategies

On the C.U.S.P. of Greater Insights and Perceived Value

This customizable half-day to full-day workshop is designed to increase the effectiveness of medical liaisons tasked with engaging Thought Leaders (or other internal stakeholders) on behalf of pharmaceutical, biotech or medical device companies.

We have been working with members of the medical organization for over 15 years.  We understand their role and how it is evolving.  The responsibilities of the field-based medical team are increasing given the challenges of access for a typical sales force.  While these liaisons must respect the classic commercial vs. medical distinction, their responsibilities are becoming increasingly proactive. 

The best practices covered in this workshop are organized according to the four habits of MSLs that get accounts to the C.U.S.P. of greater thought leader insights and perceived value.

Connect

  • Strategies to build rapport, trust, and credibility

  • The EIEIO’s of a great first impression

  • Research sources and topics for better meeting preparation

  • Why being interested precedes being interesting

  • Delivery coaching resulting in credibility through presence

Understand

  • How questions should change as the relationship evolves

  • Prompts and probes to get to the real issue or motivation

  • Conversational jujitsu that turns anger into insights

  • Listening skills excellence

  • Dialogue mapping to prepare for conversational contingencies

Support

  • Resources that add value to the relationship

  • Collaboration best-practices with internal partners

  • How to present like an expert and not a know-it-all

  • Strategies to stop solving problems and start preventing them

Persuade

  • Educational Impact: How to persuade without being salesy

  • The four perception-imperatives of influencers

  • How to get people to do what you want because they want to

  • Two approaches to motivation:  Push vs. Pull