The Clinical Side: Can we bridge the clinical-sales divide?

The medical science liaison position was created almost 40 years ago, and some of us may think our industry has progressed with the value proposition of this continually evolving role. However, considering the many challenges of cross-functional collaboration between medical science liaisons and other pharmaceutical functions, we have a long way to go toward building a collaborative environment where teamwork does not clash with compliance. The relationship between field sales forces and field MSL forces is a particularly touchy subject. In some cases, "joint calls," "gaining physician access" and "returns on investment" have become dirty words when used in the context of a sales representative-MSL relationship.

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