Consulting for pharmaceutical and medical device manufacturers is an exciting, growth-oriented, and lucrative way for physicians to leverage their expertise beyond their clinic walls, make lifelong connections, and hone new skills.

I’m currently walking this path as a non-academic, board-certified dermatologist. Fortunately, I’ve discovered that the key lay not in prestigious research activities or academic notoriety but rather through good ol’ fashioned relationship building, authenticity, visibility, and clear communication.

I know many of my colleagues would love to incorporate work like this into their professional pursuits but have limiting beliefs such as “I need to be doing clinical research to get picked for that” or “they only want well-known names in the field – it’s always the same people speaking” holding them back.

In this article, I’ll help you overcome those limiting beliefs by showing how you, too, can break into industry consulting. With the right mindset, strategy, and action steps, it’s just a matter of time before they’ll come calling.

What Mindset Will Help You Make This Happen?

Once you’ve consumed enough material in the personal development space, the idea of mindset as the foundation of everything else becomes second nature and even feels cliché. If that sounds like you, feel free to skip to Step 2. If not, listen up.

The most common complaint I hear from colleagues who would like to be involved in consulting is that they don’t have any connections or academic notoriety like “all those other people” who are doing it.

The idea that there are some kind of prerequisites – like the hard science classes we needed to take at university to be eligible to apply to medical school – is a common limiting belief. It’s also an excuse you give yourself for why you’re not getting any calls or taking any action.

Before you can move forward with a high likelihood of success, you need to shift from a fixed mindset to a growth mindset and think about what you do have and what you can do rather than what you don’t have and what you can’t do. If you haven’t read Carol Dweck’s book Growth Mindset, do it.

You also need to be willing to take consistent action and Trust the Process (any fellow 76ers fans out there?).

What Consulting Roles Are Available?

Consulting roles in the pharmaceutical and device industry are diverse and tailored to the unique insights only physicians can provide. Many of us get our MD or DO degrees and then quickly lose sight of how meaningful these credentials are beyond the exam room walls.

You are a highly trained expert. You can be a valuable consultant for your patients and colleagues, but you can also be a similarly valuable consultant to myriad businesses related to health and medicine. Remembering this and reminding yourself of it frequently can unlock opportunities.

Imagine a scenario where a dermatologist is approached by a pharmaceutical company to serve on a scientific advisory board. These advisory boards bring physician consultants together with various members of a company’s team to have open and honest conversations about strategy, data, and future directions.

This is where your clinical experience and insights can directly influence the development and marketing strategies of new drugs or devices that can help many people in your area of interest.

Another common role is a remote or in-person speaker at educational events, where  a physician consultants shared their expertise with peers, enhancing the understanding and application of drugs or devices.

Speaking opportunities are great ways for physicians to get paid to learn deeply about new drugs and devices and hone their communication skills, which will pay dividends in every area of their lives.

At this point, however, you’re like saying – “easy for you to say, but no one is approaching me! I told you, it’s always the same people speaking.”

I hear you. Keep reading.

Leveraging Clinical Experience on Industry Consulting

The unique value you possess and can contribute as a physician isn’t limited to your medical knowledge. It’s also about your practical experience using drugs and/or devices in the real world to help your patients.

Consider a dermatologist who has a lot of experience using a particular drug or device in their community. This doctor’s practical insights represent a wealth of information for a company looking to improve or market that asset.

Once you finally get in the door, you’ll feel good about the way you’re putting your unique experience and insights to use. You’ll also feel appropriately compensated for this. And I know I’m not the only practicing physician who does many things for which they don’t feel valued, recognized, or appropriately compensated, so this is a good and well-deserved feeling.

Do You Need Research Experience?

A common myth is that only physicians involved in extensive research or those who are well-known in their fields can get industry consulting jobs. The reality is that our industry partners value diverse perspectives and know we all have unique experiences that may be of value to them.

As a medical dermatologist who doesn’t have a research program, I’ve found that my day-to-day clinical experiences and insights are more than enough to attract industry partners, assuming I make myself visible and my interest known.

For example, my input on a drug’s real-world application can lead to improvements in compliance, which would presumably lead to better outcomes. This is the kind of valuable, needle moving input these companies are seeking.

The Power of Clinical Insights

The pharmaceutical and medical device industries continuously strive to align their products and services with the practical needs of patients and care teams. Here’s where your experience as a practicing physician shines.

Your everyday encounters with patients, your understanding of their challenges, and your firsthand experience with treatments and devices make your perspective uniquely beneficial.

This doesn’t mean that our industry partners don’t value research. Leveraging one’s research program to get consulting opportunities would perhaps be an easier sell, but I don’t quite buy that.

It’s far more likely that people who are involved in research just have more natural and easily attainable ways to make connections with our industry partners’ decision makers. These connections then turn into opportunities.

However, once you realize that actively seeking and making these connections is the key that will open the door to the opportunities you’re seeking, everything else will become easier (another book recommendation: The ONE Thing by Gary Keller and Jay Papasan).

Starting the Journey

Your journey into industry consulting can begin with a simple yet critical and underappreciated step: expressing your interest. If you don’t tell people you want to do something, why would you expect them to ask you to do it?

Ultimately, it’s a numbers game, so it takes consistent action over time and a healthy dose of patience because there are a finite number of opportunities available and plenty of physicians who want them.

This is your opportunity to engage and leverage the connections you already have such as sales representatives and thought leader liaisons. It doesn’t take a lot of time or effort, so “I’m too busy with patients to do that” is not an acceptable excuse.

To be frank, the writing of this article was interrupted by a quick meeting with a sales representative I have a good relationship and a member of her company’s marketing team to whom she wanted to introduce me because she knows I’m interested in consulting roles. You have to be in it to win it.

Tell them your name.

Ask some questions to demonstrate your genuine interest.

Before heading back to your patients, mention that you’re trying to break into consulting so they can file that information or bring it to someone else in the company who is responsible for making those decisions.

If they like you, they will go to bat for you, so don’t be a jerk.

Be personable, humble, friendly, and curious. Be authentic. Be visible. If you have a card, give it to them. If you don’t, get one. Stop making excuses.

If you have a website or podcast or are active on social media platforms in ways that could make a good impression on them, make that known. Your job is to make them remember that you’re interested and would make for a good partner.

This is part of your brand as a physician. If you think you don’t have or need a brand, think again.

When I do this, I focus on humility and authenticity, but I don’t sell short my qualifications and potential value. People appreciate and respect this.

For example, I live and work in central Wisconsin, which is a relatively rural area. I position this as a strength because I know these companies are unlikely to have docs in their speaker bureaus or advisory board pools who can easily come to central Wisconsin for events.

Collect business cards. Smile and say hello whenever you can. And be patient. I like to tell them that I have no expectations, which is true. They are not obligated to me in any way, and I never want to make them feel like they are. I tell them I just want to “have my hat in the ring.”

Building Relationships

Effective networking is not just about collecting contacts; it’s about building genuine relationships. Consistent, authentic interactions with industry representatives combined with clearly and confidently communicating your interests and aspirations is a great way to open the door to your first consulting opportunity. It only gets easier from there.

Sales representatives have tough jobs, especially these days. Many physicians won’t give them the time of day, and they sometimes can’t even get in the door. Empathizing with this while maintaining your standard of ethics and integrity is helpful.

After establishing relationships within the walls of your practice, make it known that you’ll be attending relevant regional or national meetings. In my experience, my contacts who know I’m looking for opportunities like this are excited to connect me with members of their teams who plan to be at the same meeting.

This often results in a coffee meeting or meal during which a genuine relationship can be fostered. It’s also a great way to have fun and learn more at these meetings than you otherwise might.

Don’t Be Pushy

Don’t be aggressive in your approach. Bombarding contacts with requests or being too persistent can be off-putting. There is a balance between showing genuine, consistent interest and respecting professional and human boundaries.

Authenticity goes a long way here. Just be yourself, show interest, and, if they like you, they’ll likely tell someone who matters about you.

The Value of Authenticity

Industry professionals can typically discern when a physician is motivated solely by personal gain rather than a genuine interest in contribution, learning, and collaboration. People spot inauthenticity within seconds. Patience, consistency, and genuine interest are vital.

A physician who gradually builds a rapport with industry representatives, showcasing their expertise and enthusiasm over time, is more likely to be considered for consulting roles than one who seeks immediate engagement and appears entitled. No one owes you anything.

Set It and Forget It

I approach this the same way I do much of my investment portfolio, in which I have a system set up such that a defined amount gets invested in a particular way automatically each month without me having to think about it. I have faith that this system, over time, will help me reach my financial objectives. A final book recommendation: Ramit Sethi’s I Will Teach You to Be Rich. Don’t worry about the title. Just trust me.

Similarly, put in a bit of work each time you see an opportunity for making a new connection or making your interest known. This consistent action over time is far more likely to help you reach your objective compared to a sporadic and unbalanced approach.

And remember: Just. Be. Patient.

Digital Networking

In today’s digital age, networking extends beyond face-to-face interactions. Social media platforms and professional networking sites offer valuable opportunities to connect with industry leaders and peers.

Engaging with relevant content, sharing your insights on industry-related topics, and joining online discussions can elevate your visibility and establish you as an authority in your field.

I enjoy using LinkedIn for this, but there are plenty of other ways to do it. Here, again, consistent action over time rules the day. Create more than you consume and engage thoughtfully, generously, and authentically with things that others create that resonate with you.

Attending Conferences and Seminars

Industry conferences and seminars are not just for learning; they’re excellent opportunities for relationship building. Here, you have the chance to meet a wide array of professionals, from industry representatives to fellow physicians who may already be involved in consulting. Engaging in discussions, asking insightful questions, and exchanging contact information can lead to fruitful collaborations and opportunities.

Establishing Thought Leadership

Publishing in industry journals or contributing to online platforms can bolster your expertise and visibility. Writing about your clinical experiences, perspectives on treatment advancements, or even commentary on industry trends can attract the attention of pharmaceutical companies.

They’re looking for physicians who not only have expertise and experience but can also communicate it effectively.

Consider ways you can enhance your communication skills. For example, I belong to my local Toastmasters International chapter, which has helped me become a more skilled, effective, and engaging communicator.

Additionally, I post regularly on my website, LinkedIn, Instagram, YouTube, and TikTok, and I have a relevant podcast called The Direct Care Derm and am a guest on other podcasts.

Putting It All Together

Breaking into industry consulting as a physician, especially one who is outside the realms of academia and research, may seem daunting but is actually quite doable with a consistent, strategic action and a big dose of patience.

There are boundless opportunities for those who approach this with authenticity and a genuine desire to contribute. Remember, your clinical insights and experiences are valuable assets to pharmaceutical and medical device companies.

Build authentic relationships, communicate your interests clearly, be patient and not overbearing, and nurture your connections. Whether it’s through in person or digital networking, attending industry events, or sharing your knowledge and expertise in whatever ways feel best for you, each step you take makes you a bit more visible and authoritative. This is what opens the door.

If you’re still here, you’re clearly interested, so I encourage you to take that first step.

Your unique perspective as a practicing physician is welcome and needed in the ever-evolving landscape of medical science and healthcare innovation, and it’s rarely a bad thing to add an additional source of revenue.

You worked hard to get where you are. It’s time to make the most of it. Good luck!