The Scientific Engagement Model is a communication model for medical science liaisons (MSLs) that has been taught to teams for years. 

• It was invented to help field teams become more than just conduits of information. 
• Now hundreds of pharma organizations trust it to have meaningful, two-way interactions that align science with healthcare provider (HCP) needs.  

The big picture: The Scientific Engagement Model works because it’s built to ensure replicability and excellence in scientific communication.  It offers a structure to make the most of HCPs’ limited time, while sharing data and gathering vital insights.  

Why it matters:

HCPs are overwhelmed with information:  

• The volume of life sciences research is double today what it was 17 years ago  

• New drug approvals occur at a breakneck pace, generating rafts of data  

• HCPs spend about 180 minutes a week watching online educational content  

• Like all of us, they check their phones hundreds of times a day  

The scientific engagement model generates trust and credibility and helps you present relevant information in an engaging, memorable way. It’s the difference between being heard and making an impact.  

How it works:

1. Pre-Meeting Planning

Before you jump on a Zoom call, meet in a HCP’s office, or attend Congress, consider 3 things: 

• What is the outcome of this meeting? 

• Whom are you talking to? What do they already think, feel, and believe?  

• How much time do we have?  

Let those 3 things guide every decision you make, from the materials you bring, to the first thing you say. Keep only what matters to your HCP.  

2. Establish Trust + Build Rapport

MSLs have just minutes to make an impact. Your time is more effective if you’ve built rapport with an HCP. Here’s how: 

• Start with curiosity – express genuine interest in the HCP’s work + goals 

• Communicate benefit – highlight the difference the data make to their practice 

• Be consistent + authentic because trust is built over time 

• Flex to style – match your style to theirs 

Techniques such as parrot phrasing, eye contact, and the ABDC opening engagement tool help make rapport-building second nature.  

3. Gather Insights   

While the data stands on its own, it must be communicated properly for the greatest impact.  Techniques that help are: 

• ADDS (Alert, display, direct, stop talking) and  

• TTT (touch, talk, turn) 

Stay open to your HCP’s reaction to your data and storytelling. Then, ask probing questions to surface deeper concerns. When you ask open-ended questions, you give your HCP a chance to fully share their perspective.   

4. Manage Complex Questions 

During your interactions you will face challenging questions. You can build confidence and credibility by using LACES to answer: 

• Listen 

• Acknowledge 

• Clarify  

• Explain  

• Stop talking  

Once you understand the question’s root, you’re better equipped to address it.  

5. Meeting Close + Next Steps

Conserve a few moments at the end of each interaction to close purposefully, setting a bridge for your next meeting. Here’s how: 

• Outline commitments – what did you and they agree to? 

• Set a joint agenda – what will you talk about?  
• Set a time and place 

6. Reflect

Take 5 minutes after the meeting ends to consider insights gathered. Write them down, or better yet, put them into a compliant, AI-enabled insights-gathering tool. Then, plan for your next interaction. The greatest gift you can give yourself is a solid foundation for the next contact.  

The bottom line: The scientific engagement model is a purposeful communication framework for making the most of limited time with HCPs. If you master this approach and apply it consistently, your organization will help further scientific knowledge and build strong relationships that benefit patients.  

Amplity Learn offers Scientific Engagement Model upskilling based on expertise + real-world testing. Our clinical + medical teams – who are actively in the field – test our content to make sure it’s practical and relevant.