Each of the modules you find here, discusses one specific responsibility of the MSLs, Medical Advisors or Medical Managers. In approximately 3-4 hours, we will work on both the knowledge and the skills needed to be successful at the task, putting emphasis on the unique opportunities that the role of Medical Affairs can bring.

All modules can be combined or customised, based on your teams needs.

In addition, training can also be provided on topics not listed below.

MODULES SCHOOL OF MEDICAL AFFAIRS

Adding value as Medical Affairs professional

Medical Affairs’ role in the pharmaceutical company is becoming increasingly important. Medical Affairs has a unique position within the company, and can contribute to a large extent to the success of the team. To maximize this impact, it is important that you understand your responsibilities and your added value. What is your role? And what’s not? How do you add the most value to internal and external stakeholders? And how can you best measure and show that added value? These are things we go into during this module. In addition, you will learn more about different personality types and to understand your own personality. How do you utilize your strengths and minimize your weaknesses?

Learning goals:
• You understand the goals and activities of the various departments of the pharmaceutical company;
• You understand the specific tasks and responsibilities of Medical Affairs;
• You understand how Medical Affairs’ unique position and capabilities can contribute to your team’s success
• You understand how Medical Affairs can have maximum added value to other departments within the company;
• You understand how to show this added value as best you can;
• You understand how you can work with your cross functional colleagues
• You recognize your own strengths and pitfalls in communication with others.

 

 

Successful KOL management through good planning and execution

Key Opinion Leader (KOL) management is one of the most important tasks of Medical Affairs. It is at the heart of everything we do, and a solid KOL plan with good implementation can have a huge positive impact. But how is KOL management done best? How do you identify a Key Opinion Leader and how do you build a sustainable network? How do you ensure your KOL plan is in line with your Medical Plan, and how do you add value to the relationship, so that the KOL and the patient benefit from it? In addition to theoretical knowledge about optimal KOL management, we will work on recognizing and dealing with different personality profiles. We also discuss how to build a long-term relationship, with the aim of finding and fostering mutual interests.

Learning goals:

• You understand the different ways KOLs are important to you and your team;
• You understand how to map KOLs and what a good KOL plan should contain;
• You gain more insight into KOLs’ needs and understand how to build a relationship with KOLs, based on mutual trust and respect;
• You will learn to recognize different personality types;
• You learn about building long-term relationships.

 

 

Medical Plan with focus and added value

The Medical Plan is the basis of everything you do. If you create a solid Medical Plan, you make sure that all your actions are targeted and visibly contribute to the success of your team. But how do you make this plan? Where do you start, what do you put in it, and how do you make sure it matches the plans and interests of your internal and external stakeholders? And also very important: how do you use your plan to showcase the added value of you and your department? We will discuss all of this during this module.
To help you implement your plan, we will also talk about project management. A project requires a method that gives you structure to achieve your goals timely and within budget. We will discuss and practice this during this module. You will learn about project phases and how to plan your projects alongside those of other stakeholders.
Learning goals:
• You understand how to write a Medical Plan that contributes to your team’s overall success
• You understand how a Medical Plan is structured;
• You understand how a SWOT and a confrontation matrix work;
• You understand how you can make sure that the tactics you do have the greatest possible impact;
• You understand how to make your Medical Plan compliant;
• You understand the implications of your Medical Plan for your budget;
• You learn about the project cycle;
• You learn about project tasks, people and planning
• You will learn to divide, phase and plan projects.

 

 

Scientific exchange: getting the most out of a high-level conversation

One of the ways you add value as MSL or Medical Advisor is by exchanging information at a high scientific level. This exchange can take place in different forms. A face-to-face conversation can be a very effective, pleasant and impactful way to share information about disease and treatment. In addition to having a thorough scientific knowledge, conducting such a conversation as MSL or Medical Advisor requires specific knowledge and expertise. In this module you will learn more about how your conversation makes a real impact, through a combination of theory and learning and practicing conversation skills.

Learning goals:

  • You understand the different ways scientific exchange can take place (conversations, writing, presentations, CME), what the impact of each type is and how best to use them;
  • We discuss how Medical Affairs’ unique role makes it possible to have conversations with added value for your external stakeholder, but also for your team
  • You will learn about the importance of insights and information, and how to collect and deploy them effectively;
  • You learn about creating and effectively performing follow-up;
  • You understand the compliance rules around scientific exchange;
  • You understand how people internalize information and how to use that knowledge;
  • You will learn to formulate conversation goals and align them with the HCP;
  • You will learn to use an agenda and get commitment from the HCP;
  • You will learn various communication skills such as; question techniques, listening techniques and the conscious use of non-verbal behavior.

 

 

Organizing an Advisory Board Meeting with impact

Advisory Board Meetings are a beloved and widely used tactic of the Medical Affairs department. But when do you choose an Advisory Board Meeting, how do you set up such a meeting in the best way, how do you get the most out of it and how do you make it a positive experience for all participants? In addition to the theory, during the module we will practice moderation techniques. You will also learn which workshop formats fit the different objectives of an Advisory Board Meeting.

Learning goals:

  • You understand the different objectives of an Advisory Board Meeting;
  • You understand which elements are essential for a successful, impactful Advisory Board Meeting;
  • You learn moderation techniques;
  • You will learn different formats to use for your Advisory Board Meeting.

 

Excel within AND together with your cross functional team

Whether you work in the field as MSL or in the office as Medical Advisor or Medical Manager, cross-functional work is an important part of your daily activities. This module helps you understand what it takes to achieve a good collaboration, it shows you how to shape and communicate your role as Medical Affairs in a way that benefits collaboration. You will also learn to convey and negotiate your position in a pleasant way.

Learning goals:

  • You know the various stakeholders within the company and understand their interests;
  • You will learn how medical affairs can deliver the most added value to all stakeholders;
  • You understand how to use the Medical Plan to reach agreement on activities together with your colleagues;
  • We have a discussion about the limits of the role of Medical and those of colleagues;
  • You will learn to clearly set out your own point of view and to recognize the difference between point of view and opinion;
  • You learn to influence people without power

 

 

Successful leadership within Medical Affairs

Leadership within Medical Affairs is a profession in its own right. On the one hand, you want to guide and develop your team well, on the other hand you have to deal with different stakeholders who all have their own wishes and expectations with respect to your team. How do you get the most out of the team, without losing sight of Medical Affairs’ special tasks? How do you show the added value of what your team does? In addition to looking for answers to these questions, we also spend time on situational leadership and giving feedback.

Learning goals:

  • You understand the specific challenges of leadership within Medical Affairs;
  • You will learn about the different possibilities to measure and show the added value of Medical Affairs;
  • You understand how to use the Medical Plan to properly distribute your resources and manage your team;
  • You’ll learn more about situational leadership according to Hersey Blanchard’s model;
  • You will learn techniques for giving feedback

 

 

The scientific presentation that makes the difference

As a Medical Affairs professional, you often give presentations on scientific information. The impact of such a presentation can be major, both due to knowledge transfer, as due to gaining insights and the activation of stakeholders. In this module we talk about what goals you can achieve with a scientific presentation, and how. We also discuss how to present complicated information, how to build up a presentation and tailor it to your audience. An important part of the time we will spend learning and practising presentation techniques.

Learning goals:

  • You understand what you can achieve with a scientific presentation
  • You will learn how to explain complex scientific information in a clear way;
  • You will learn how to build up a presentation and how best to get your message across;
  • You understand the compliance rules around scientific presentations;
  • You will learn how to deal with questions from the audience in different ways;
  • You will learn and practice presentation techniques;
  • You’ll learn how to use your body and voice to increase your impact.

 

 

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