The Secret to Unshakable Relationships in Medical Affairs

Imagine you’re wrapping up a conversation with a key stakeholder, and they mention a specific question or need. You assure them you’ll follow up internally and provide clarity. A week goes by, and you forget. They reach out again, frustrated.

Now imagine the opposite:

You log their request immediately, notify the appropriate team, and ensure a response is delivered promptly. When the stakeholder hears back, they’re impressed, not just by the answer but by your reliability.

In Medical Affairs, it’s often not about having all the answers yourself but ensuring the right follow-up happens at the right time. Small actions like these can make or break trust.

Relationship-building is a core skill for demonstrating value in Medical Affairs. Building trust and a long-term relationship is sort of nebulous. You know it when you have it, but describing how to do it is hard. Here is a way to level up your relationship-building game: Build trust by following up on everything.

Key Takeaway

Do every single thing you say you are going to do and relentlessly follow up.

The Trust Formula

Think of trust as a simple formula:

T = R + F²
(Trust = Reliability + Follow-Up Squared)

Reliability is about doing what you say you’ll do, but follow-up, when multiplied consistently, turns reliability into unshakable trust.

Why Building Trust in Medical Affairs is Important

Because Medical Affairs is the bridge between external and internal stakeholders building trust is critical. We have all experienced the frustration associated with not having a strong relationship (or any relationship at all):

👉Being ignored

👉Never getting a response back

👉Not meeting deadlines

👉Unnecessary conflict

Picking up on nuances and small behaviors that help others trust you will help avoid these challenges. Trust isn’t just a “nice-to-have.” It’s the foundation for demonstrating the value of Medical Affairs. 

Build Trust by Following Up On Everything

For both established and new relationships trust is key. 

Maintain or build trust by following up on every single thing you say you are going to do.

And I mean everything. No matter how small. If you say you will do it, then actually do it. Over time this will build trust in the eyes of your stakeholder. They will think, wow, this person is really reliable.

It will haunt you when you start to get a reputation for not following up. When others ask about you, they will say you aren’t reliable.

You would be amazed how many people don’t actually follow up. This is a super simple easy way to stick out and build great relationships.

Follow-Up: Your Trust-Building Superpower

Follow-up isn’t glamorous, but it’s powerful. Why?

1. It Shows You Care: Taking the time to follow up signals that you value the stakeholder’s time and needs.
2. It Differentiates You: Most people don’t follow through on everything. By doing so, you stand out as reliable and professional.
3. It Strengthens Relationships: Consistent follow-up builds a sense of security and reliability, deepening trust over time.

Practical Tips to Master Follow-Up

1. Use a Task Management System: Whether it’s calendar reminders or a good old notebook, find a system to track every commitment you make. Learn about how I do it in this video. 
2. Set Realistic Deadlines: Don’t overpromise. Always set timelines you can meet or exceed.
3. Leverage the Weekly Reset Process: Incorporate a weekly review to ensure no follow-up slips through the cracks. (Check out my Weekly Reset Guide for step-by-step instructions.)
4. Send Thoughtful Follow-Ups: Go beyond a quick “Just following up.” Add value by summarizing key points or including resources.
5. Use the Trust Test: Before ending any interaction, ask yourself: “Did I leave this person with complete clarity on what’s next?”

Build Trust Faster with These Relationship-Building Hacks

Combine follow-up with these strategies for exponential impact:

The 7-Day Trust Challenge

Ready to elevate your relationship game? Here’s a challenge:

• Track every commitment you make for one week.
• Follow up on 100% of them, no matter how small.
• At the end of the week, reflect on the responses you receive and the trust you’ve built.

Conclusion: Build Trust by Following Up on Everything

In Medical Affairs, trust isn’t just a virtue. It’s a competitive advantage. By consistently following up, you’ll stand out as:

→ Reliable

→  Professional

→  Indispensable to your stakeholders

What is your favorite way to show you are trustworthy? Please share!