The cornerstone of the Medical Science Liaison role is RELATIONSHIP BUILDING. In a nutshell, better engagement equates to better relationships. The purpose of this article is to address the importance of proper business etiquette and the impact of social awareness and emotional intelligence as it relates to the MSL, as well as any customer-facing professional. Dale Carnegie, author of the best-selling book How to Win Friends and Influence People, once said, “If you want to collect honey, don’t kick over the beehive.” Some of the simplest principles and practices can help ANYONE prepare for professional interactions – whether meeting someone for the first time, stepping into an important meeting, or continuing to build upon a positive professional relationship with someone you already know. Not to mention, help you strengthen your professional brand.

Here are 10 key tips for better engagement:

1. Make Your Conversation About the Other Person

·        The most important rule to keep in mind is to focus on the OTHER person’s needs.

·        Consider using these types of questions in your KOL meetings:

o  “What can I do to help you?”

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