MSL Support for a Medical ​Device Company: A Demonstration ​of Integration and Impact​

Case Study (US)

The Challenge​

• First-in-class proprietary medical device company challenging current standard of practice required extensive medical education to enhance adoption.​
• Gap in education: Existing commercial specialist team received numerous off-label requests by nature of the therapeutic area.​
• Small innovative medical device company with limited field MSL capabilities required rapid turn-around for recruitment of 6 MSLs + MSL manager.​
• Remit included placement of qualified candidates to prepare for successful deployment and ongoing management of MSL team.​

Our Solution​

• Partnered with client to tailor candidate profile to match company-specific needs. Requirements included clinical expertise in specialized therapeutic area, clinical experience a top priority. Client open to screening diverse candidate pool of mid-level to terminal degree candidates.​
• Strategic geographic recruitment of highly qualified MSLs, concentrated around top tier health networks currently utilizing device, matched with pre-existing commercial specialists.​
• Supported dual-training process: Traditional disease state, indication for use, safety and precautions education, in addition to hands-on technology platform training to include utilization of FDA-approved application, accompanied with live case studies to fulfill certification requirement.

The Results​

• ​Successfully hired and trained 6 MSLs + team manager within 2-month timeframe. Diverse team consisting of PAs, NPs, and MDs with prior therapeutic area and/or medical device experience.
• Ongoing support included performance management and educational initiatives on career development within the MSL role specific to medical devices.​
• Reinforced guidelines for cross-functional commercial partnerships. ​
• Ultimately resulted in successful launch and expansion of FDA-approved additional indications.