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

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

2 mins read

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.