First 90 Days as a New MSL: What to Expect and How to Excel

The first 90 days in a Medical Science Liaison (MSL) role are foundational. They set the tone for your success, influence your confidence, and establish your credibility with both internal teams and external stakeholders. Whether you’re transitioning from academia, the clinic, or another role in pharma, knowing how to navigate this ramp-up period is key. This blog breaks down what to expect—and how to excel—during those crucial early days.



This phase isn’t about proving everything at once—it’s about setting a sustainable rhythm that supports long-term growth. Use this time to build not only your knowledge base but also your presence and voice within your team.

Week 1–4: Learn the Landscape

Take notes daily to reflect on how you're learning and what gaps exist. Use onboarding checklists if your company provides them—and if they don’t, create one. Reach out to a previous MSL in your region and ask what they wish they’d done in their first month.
Your first month is all about orientation. Focus on understanding the company’s culture, therapeutic area, and internal structure. Dive into the clinical data, product pipeline, safety information, and competitor landscape.

Set up one-on-ones with cross-functional colleagues: regulatory, commercial (within compliance), HEOR, clinical ops. These relationships will be critical later.

Get to know your medical materials: slide decks, standard response documents, insight forms. Familiarize yourself with your CRM system and the compliance guardrails of field medical.
Try keeping a daily log of what you’re learning and any terminology that’s unfamiliar—it will help reinforce retention. Don’t just study the data—study how it’s positioned and communicated internally.
This is also a great time to learn the company’s tone when engaging KOLs—how formal or flexible is their typical approach?

Build Internal Credibility

Ask questions during calls to show engagement and absorb company priorities. Attend optional team meetings to observe senior colleagues and how they present data or insights.
Early on, people are watching how you show up. Are you prepared for internal meetings? Do you follow up when you say you will? Show initiative—ask thoughtful questions and volunteer to help with projects that align with your interests.

Take ownership of your learning and be proactive about scheduling time with team leaders or medical directors.

The impression you make in your first few weeks can open doors to future projects and mentorship.
Try offering to summarize a call or draft a slide based on a literature review—small tasks show initiative. Your goal should be to become a go-to person for dependability and scientific curiosity.
Internal credibility creates a ripple effect: when your team trusts you, they’re more likely to advocate for your ideas and include you in strategic discussions.

Prepare for Field Engagement

Draft templates for post-meeting follow-up emails. Map out travel logistics early if your role is in-person or hybrid. If you’re remote, learn how to keep virtual engagements dynamic and engaging.
Before you begin reaching out to KOLs, do your homework. Learn about your assigned territory, your key institutions, and your top-tier KOLs.

Review their publications, congress presentations, and any past insights gathered by previous MSLs.
Create a territory plan: What’s your strategy for initial outreach? What questions will you ask? What value can you provide on Day 1?

If your company offers a buddy system, shadow an experienced MSL to observe tone, flow, and engagement etiquette.

Test your video call setup or travel equipment before your first KOL meeting to avoid avoidable technical issues.

Begin organizing KOLs by tier or therapeutic relevance so you can focus your efforts effectively. Start tracking their interests and past touchpoints—it will help build continuity in future visits.
Confidence comes from preparation—rehearse your introductions and practice talking through your background and current therapeutic focus.

Start KOL Introductions with Impact

Try opening with a personalized comment based on their recent publication. Consider preparing a one-pager of useful data they may want to keep. Ask how they prefer to receive follow-ups—email, call, or meeting.

Your first few KOL engagements are important. Keep them educational, concise, and focused on relationship-building. Introduce yourself, ask what their research focus is, and listen.
Avoid overloading them with information or product specifics—your goal is to establish trust. Take diligent notes and follow up promptly. Show that you're organized, responsive, and scientifically valuable.
Remember, your tone and curiosity in these early calls will be remembered long after the data you shared.
Don’t be afraid to say, “I’m still learning the nuances of this role, but I’d love to hear your thoughts on…”
Sometimes it’s your willingness to listen—not speak—that leaves the biggest impression.

Balance Internal & External Workflows

Batch similar tasks to reduce mental switching. For example, set aside time each week to update insights and CRM notes. Don’t hesitate to block off focus hours and protect them.
New MSLs often struggle with time management. You're juggling internal learning modules, onboarding tasks, team calls, and now—external meetings.

Use a calendar tool to block time for focused learning, follow-ups, and field planning. Track your touchpoints with KOLs, including email attempts, virtual meetings, and congress introductions.
Document insights regularly, even if they're brief.

A consistent workflow will help reduce decision fatigue as your responsibilities increase.
Color-code your calendar to visually separate admin time, learning blocks, and external engagements.
Try using a weekly dashboard to track field insights, pending follow-ups, and strategic goals—visual tools help stay focused.

Ask for Feedback Early and Often

Take notes during feedback sessions and turn them into action steps. Share your progress in your next one-on-one to show growth and coachability.

Don’t wait for your 90-day review to learn how you're doing. Ask your manager, trainer, or peer mentor how you’re progressing. What are you doing well? Where can you improve?
Feedback helps you course-correct and grow quickly. It also shows maturity and a desire to contribute.
Even a simple question like, “What’s one thing I can do better this week?” can spark meaningful growth.
Document the feedback you receive and periodically revisit it to track your own development.
Asking for feedback also helps you build stronger relationships with your manager and peers, creating an open, supportive environment.

Avoid Common Pitfalls

Overcommitting to meetings can burn you out—set boundaries where needed. Learn to say 'no' or 'not yet' to requests that don’t align with your onboarding goals.
Many new MSLs make the mistake of trying to do too much too soon. Focus on depth over speed.
You don’t need to know everything—just make sure you’re learning the right things in the right order.
Another common pitfall is neglecting internal partnerships. Strong collaboration with your internal teams will amplify your field success. Also avoid the urge to compare your progress to more seasoned MSLs—everyone’s learning curve is different.

Burnout often hides behind a mask of over-productivity—listen to your energy levels and pace yourself.
Be honest with your manager about bandwidth if you feel stretched—they’d rather adjust early than repair later.

Celebrate Small Wins

Create a 'firsts' tracker—first email sent, first call completed, first insight logged—to look back on. Share these wins in team huddles or check-ins to reinforce your value.
Your first KOL engagement, your first insight submitted, your first congress debrief—all of these are milestones. Recognize them. 

Share your progress with your manager or mentor. Momentum builds confidence, and confidence builds effectiveness.

You can also build a personal win board or journal to reflect on weekly progress.
Celebrating progress keeps you motivated, especially during weeks where the learning curve feels steep.
Small wins, when stacked over time, become the foundation of long-term success.

Conclusion
The first 90 days as an MSL are about learning, adapting, and showing up with curiosity. Set clear goals, reflect often, and focus on building a strong foundation. With each engagement, training, and team interaction, you're creating the base for long-term success. Trust your preparation, stay humble, and lean into your growth.

You’ll never get another chance at a first impression—so make this period count.
The habits you build now will shape your entire career in Medical Affairs.
Most importantly, give yourself grace—mastery takes time, but momentum starts now.