4 Questions for Better Insight Generation in Medical Affairs

Medical Science Liaisons and Field Medical leaders often leave an HCP conversation with plenty of notes but little real insight. Scott Thompson and Anna Rathwell-Davey unpack why trying to listen for too many things at once gets in the way, and how a more structured approach to questioning changes that.

Scott Thompson (Co-CEO, Acceleration Point) and Anna Rathwell-Davey (Director, Global Medical Excellence, Learning & Development, Gilead Sciences) walk through four types of insight-generating questions, clarifying, implication, discrepancy, and information questions (broken into high-level, TED, and belief questions), and show how to use them without the conversation feeling like an interrogation. They also cover how MSLs can build these skills through repetition, team exercises, and AI-supported practice tools. If your team is working to get more out of every HCP conversation, this is the session to watch.

What You'll Learn

• The four types of insight-generating questions MSLs and Field Medical leaders can use in HCP conversations
• Why trying to listen for too many things at once is a common barrier to capturing real insight, and how to work around it
• How to ask clarifying, implication, and discrepancy questions without sounding like an interrogation
• How to build active listening and precise questioning skills through practice, including AI tools and team exercises

About Our Speakers

Scott Thompson is Co-CEO of Acceleration Point. He has spent more than 25 years working on organizational effectiveness, with the past 15 years focused exclusively on Medical Affairs, partnering with Medical Affairs leaders across more than 50 pharmaceutical companies.

Anna Rathwell-Davey is Director, Global Medical Excellence, Learning & Development (Capabilities) at Gilead Sciences.

Connect with Anna on LinkedIn: https://www.linkedin.com/in/annarathmell/

About Acceleration Point Webinars

Acceleration Point webinars bring Medical Affairs and Field Medical leaders together to share practical insights, emerging strategies, and real-world perspectives on the challenges shaping the industry. Each session is designed to support the professionals driving scientific exchange, field medical excellence, and Medical Affairs transformation.

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Curious how this applies to your organization? Let's talk.