Credit: David Crosby

David Crosby explains his route from a PhD and postdoctorate in virology to a job educating healthcare providers about hepatitis medicines for global drug-maker Bristol-Myers Squibb.

What is a medical-science liaison (MSL)?

My role is to work with medical doctors, nurse practitioners and others to make sure that our products are being used properly in the relevant patient population. I'm a conduit. I take information about drugs from the home office and give it to physicians and other clinicians, and I take feedback from the providers and bring it back to the home office. Unlike for the sales team, an MSL's performance, goals and metrics cannot in any way be tethered to the company's commercial performance, incentives or goals. That way, I avoid conflicts of interest.

How did you research the position?

I knew that there would be a lot of travel and cold calling — reaching out to total strangers and finding a way to get them to talk, establishing relationships with people I didn't know at all. But I had no prior experience with that. So to get some experience, I became a LinkedIn addict. I searched for MSLs, starting with virologists and companies that have a home base in the San Francisco Bay Area in California. From there, I tried to find people who had something in common with me, such as a school or a location. I'd reach out and talk to them. The more I did it, the more confident I got.

Did you ever trip up?

I interviewed for a company that wanted me to give a scientific talk, and right then and there I learned that what physicians think is a scientific talk differs a lot from what I, coming from basic research, think is a science talk. It was a train wreck — but I learned from all the train wrecks.

Do you have any advice for job seekers?

Too many postdocs settle. They think, 'It may not be something that I really love, but at least it's bench science.' It's just really important to keep an open mind about what you can do with your experience and aptitude. Talk to anyone and everyone about what they do.

This interview has been edited for length and clarity; see go.nature.com/xehv4h for more.