Guidance from the Founder and Managing Partner of an MSL Search Firm

Tom Caravela is the Founder and Managing Partner of The Carolan Group, a search and recruiting firm that specifically focuses on Medical Science Liaison (MSL) and Medical Affairs recruiting.  He is also the host of the podcast, MSL Talk.

Tom started his career as a pharmaceutical sales representative and then moved into field training.  He met people in the recruitment industry and learned how it worked and decided to take a chance and start his own recruiting firm.  His firm does approximately 90% MSL placement and the other 10% is for other medical affairs and clinical development roles.  

He moved into this niche area when someone asked him years ago if he placed MSLs.  At the time, he reflects that he actually did not know what an MSL was – but his answer was, “yes, sure” and he figured it out! 

Regarding MSLs, eighty percent of MSL roles require a “terminal degree” (meaning, PharmD, PhD, MD).  Physicians are qualified for 100% of MSL positions.  Some employers will have a preference for the type of terminal degree they are searching for. 

Another role that Tom raised my awareness to is the “Field Medical Director” (or “Field Medical Advisor”).  This is not as common as the MSL role but definitely worth physicians that are looking to transition being aware of during their search process.  

Tom’s advice for physicians looking for their first role includes:

• convert your academic CV to a standard resume that shows your transferrable skills.  The resume should show your experience via roles and responsibilities (vs. a list of appointments)
• the pharmaceutical industry is looking for a scientific expertise.  They want to know that a physician can go “toe-to-toe” with a key opinion leader (KOL).  Thus, you need to show your transferrable skills related to therapeutic area expertise and/or research and HOW it translates to the role 
• show your core competencies and therapeutic area strengths and what you, as a candidate, bring to the pharmaceutical industry

I asked Tom to explain recruitment firm models for the readers.  In my experience, there are a LOT of myths about recruiters amongst physicians.

Tom explained that his firm is paid by the client – the pharmaceutical company.  No fee is ever required of the physician to work with his firm.  

There are two major models that he explained: 

1. “Contingency” – this means that his company’s fee is contingent upon them placing a client at a company.  The arrangement is between his firm and the pharmaceutical company.  If they place a candidate, they get paid.  
2. “Retained firm” – in this situation, the pharmaceutical company specifically works with one recruitment firm and they get paid for the position search for their exclusive work.

Tom’s other words of wisdom based upon his extensive experience over the years:

• Presentation skills are critical – share any of your presentation experience in your resume – posters, speaking events, other presentations
• during an interview you will most likely be asked to present – it could be on a topic of your choice or a publication that the company provides
• the best thing you can do is network – “instead of applying on-line to a big black hole, see who you know at the company and reach out”
• reach out to recruiters in the field – recruiters should be a part of your network a candidate needs a daily job search plan

“When it comes to a job search, if you are really committed, put a plan together.  

Do not just say “I’m going to start looking”

Create a plan that you are committed to – spend 15-30 minutes a day committed to your job search.  Build a spreadsheet that tracks your applications and outreach.” 

Tom offered for readers to reach out to him and his firm to discuss MSL roles.  Also, don’t forget to subscribe to his podcast to continue to learn more about MSLs!