Understanding the Question

When an interviewer asks you to describe your approach to building a new territory or therapeutic area from scratch, they are probing your ability to strategize, adapt, and execute in unfamiliar or newly emerging areas of medical science. This question is particularly relevant for Medical Science Liaison (MSL) roles, where the ability to establish and develop new territories—geographic or therapeutic—is crucial for the success of the organization's scientific and educational missions.

Interviewer's Goals

The interviewer has several goals in mind when posing this question:

1. Strategic Thinking: They want to see if you can develop a comprehensive strategy that includes research, stakeholder engagement, and measurable objectives.
2. Adaptability: Your response should reflect your ability to navigate uncharted territories or therapeutic areas, showcasing how you adapt to new challenges and continuously evolving landscapes.
3. Stakeholder Engagement: It's essential for an MSL to build and maintain strong relationships with key stakeholders, including healthcare professionals, researchers, and internal team members. Your answer should highlight your approach to identifying, engaging, and providing value to these stakeholders.
4. Knowledge and Expertise: The interviewer is interested in your ability to quickly gain a deep understanding of new therapeutic areas, including the latest research, treatment options, and unmet needs within the field.
5. Execution and Follow-Through: Finally, they're assessing your ability to execute the strategy effectively, including setting realistic goals, measuring success, and making necessary adjustments along the way.

How to Approach Your Answer

When structuring your answer, it's essential to touch on the key elements that demonstrate your strategic approach, adaptability, and execution capabilities. Consider the following structure:

1. Research and Assessment: Start by discussing how you would conduct initial research to understand the therapeutic area or territory, including its current landscape, key players, and unmet needs.
2. Strategy Development: Outline how you would develop a strategy based on your research, setting specific, measurable, achievable, relevant, and time-bound (SMART) objectives.
3. Stakeholder Engagement: Explain your approach to identifying and engaging with key stakeholders, tailoring your communication and value proposition to meet their needs and interests.
4. Implementation and Execution: Describe how you would implement your strategy, including the tools and resources you would leverage to achieve your objectives.
5. Monitoring and Adjusting: Conclude by highlighting how you would monitor progress, evaluate success, and adjust your strategy as needed to ensure continued growth and development in the territory or therapeutic area.

Example Responses Relevant to Medical Science Liaison

"I approach building a new territory or therapeutic area by first conducting an in-depth analysis of the landscape, including current research, treatment options, and key stakeholders. This involves leveraging both primary and secondary research sources, attending relevant conferences, and engaging with thought leaders in the field. Based on this research, I develop a strategic plan that outlines specific goals and the steps needed to achieve them, with a focus on building strong, trust-based relationships with healthcare professionals and researchers. My strategy emphasizes tailored engagement, where I provide stakeholders with valuable insights and resources that address their specific needs and interests. Throughout the execution of this plan, I continuously monitor progress against our objectives, seeking feedback from stakeholders to refine and adjust my approach as needed to ensure we are effectively meeting their needs and advancing the understanding and treatment of the condition within the new territory or therapeutic area."

Tips for Success

1. Be Specific: Use specific examples from your past experiences to illustrate how you have successfully built new territories or therapeutic areas.
2. Highlight Collaboration: Emphasize your ability to work collaboratively with cross-functional teams, including sales, marketing, and research departments.
3. Demonstrate Continuous Learning: Show your commitment to continuous learning and staying up-to-date with the latest scientific research and trends in the field.
4. Showcase Soft Skills: In addition to your strategic and analytical skills, highlight your soft skills, such as communication, empathy, and relationship-building, which are crucial for engaging effectively with stakeholders.
5. Reflect on Challenges: Don't shy away from discussing challenges you've faced while building a new territory or therapeutic area. Reflect on what you learned from these experiences and how they have shaped your approach.