What Is a Medical Science Liaison (MSL)? The 2026 Career Guide

What Is a Medical Science Liaison (MSL)? The 2026 Career Guide

By Patrina Pellett and Sarah Snyder

Updated 2026-10-27

You've probably heard the title before: Medical Science Liaison.

Sometimes it's whispered like it's a secret club in pharma. Other times, it's confused with sales. And if you've tried explaining the role to friends or family, you may have gotten the polite nod and the look that says, "I have no idea what you do."

If that's you, you're not alone.

Short answer: A Medical Science Liaison (MSL) is a field-based Medical Affairs professional who builds trusted, non-promotional relationships with doctors and other healthcare experts to exchange scientific data and gather real-world insights. MSLs don't sell. They translate science into better patient care and bring the field's perspective back to the company. Most roles require a PharmD, MD, or PhD, and more NPs, PAs, and nurses break in every year.

The MSL role is one of the most unique and misunderstood careers in the life sciences industry. It's a job that blends deep science with strategic influence, and when done right, it changes how medicine is practiced.

Whether you're curious about breaking in, new to the role, or leading a team, this guide gives you the clearest, most current picture of what an MSL is in 2026 and how their impact goes far beyond delivering data.

What Is a Medical Science Liaison (MSL)?

A Medical Science Liaison (MSL) is a field-based medical affairs professional who connects pharmaceutical, biotech, or medical device companies with the healthcare community. The aim is to share and exchange medical and scientific information that can influence patient care.

MSLs are trusted partners to the top experts in their field, known as Key Opinion Leaders (KOLs), and they play a strategic role in shaping how data, clinical trials, and real-world evidence are understood and applied.

Today, the role reaches far beyond academic KOLs. MSLs now engage across the full healthcare continuum, from leading researchers and community specialists to advanced practice providers (APPs) such as nurse practitioners (NPs) and physician assistants (PAs). These clinicians often guide treatment decisions and shape how therapies are used in real-world practice.

Because each stakeholder group has its own priorities, challenges, and preferred ways of engaging, building access requires tailored strategies. MSLs adapt their approach for each one, whether that's a deep scientific discussion for a researcher or a practical, patient-focused exchange for an APP managing a high patient load. We cover this in depth in our KOL and HCP Access training program for teams. The same principles apply whether you're earning the trust of a top-tier academic or a high-volume community provider.

Related reading: If you want to understand why companies invest so heavily in these roles, check out The $200,000 Question: Why Do MSLs Get Paid So Much? 

What's the Best MSL Elevator Pitch?

An elevator pitch is for more than interviews. It's how you explain your role to anyone, anywhere, in a way that clicks. The words you choose will shift depending on who's asking, but the essence stays the same: you're a scientific expert who builds trusted relationships to improve patient care. Every MSL should be able to explain their role in 15 seconds and tailor it to their audience. Here are four field-tested versions.

MSL Elevator Pitch for Your Family and Friends

"You know those medicine commercials you see on TV? I'm the person who talks to doctors and other healthcare professionals behind the scenes, helping them understand which treatments are right for which patients. I answer questions about complex medications and share the latest scientific data so patients can benefit from the best possible care."

MSL Elevator Pitch for Internal Colleagues (Medical Affairs, Market Access, Sales)

"I'm a field-based scientific expert who meets with healthcare decision-makers to exchange insights and support our medical strategy. I bring back real-world perspectives that help us refine our data communication, anticipate market needs, and ensure our work delivers measurable value, all while staying compliant."

MSL Elevator Pitch for KOLs and HCPs

"I'm part of the medical team for [company/product/therapeutic area]. My role is to provide you with up-to-date, balanced scientific information and learn from your clinical experience. That way, we can make sure new evidence is applied in ways that truly support your practice and benefit your patients."

MSL Elevator Pitch for Networking or Industry Events

"I'm a Medical Science Liaison, a field-based medical professional who connects our company's science with the healthcare community. I focus on building relationships with the experts shaping clinical practice so we can share evidence, exchange insights, and work toward better patient outcomes."

Build Your Own MSL Elevator Pitch

A strong MSL elevator pitch should answer three things quickly:

• Who you are: your role and credibility
• What you do: in plain language
• Why it matters to them: the value you bring to their world

Think role, action, impact. Use this formula: "I'm a [role and credibility] who [what you do] so that [value to them]."

Pro tip: Practice these until they feel natural. You'll use them more than you think.

What Does a Medical Science Liaison Do?

At its core, the MSL role is about connecting the science to the people who use it and bringing back what those people know to shape company strategy.

MSLs are scientific relationship-builders. They meet with healthcare decision-makers to share meaningful, unbiased medical information and gather real-world insights, all in service of improving patient care.

Think of the MSL role as part scientist, part strategist, and three parts connector. Typical responsibilities include:

• Engaging KOLs and HCPs: Building trust through scientific exchange.
• Presenting clinical and real-world data: Tailored to the audience's expertise and interests. Storytelling beats data dumping here.
• Gathering field insights: Capturing what's happening in clinical practice and communicating it back to the company.
• Supporting clinical trials: From site identification to investigator engagement.
• Collaborating cross-functionally: Working with medical affairs, market access, and yes, sales, in a compliant way, to align on strategy.

These aren't one-off tasks. They're ongoing, relationship-based activities that can have a long-term impact on how therapies are adopted and used.

Related reading: If you want to see how MSLs turn strategy into action, read Why a KOL List Isn't a Territory Plan and how the top performers run their territories like CEOs.

Where Do MSLs Work?

If you picture an MSL in a white coat sitting in a lab all day, think again.

MSLs are field-based medical professionals. They spend most of their time out in the real world, meeting healthcare providers where they work.

That could mean:

• Academic medical centers
• Community hospitals and clinics
• Private practices
• Integrated health systems
• Conference centers and medical congresses

The "field" is wherever their stakeholders are. For some MSLs, that's a single city or region. For others, it's a multi-state territory or even international travel. Your therapeutic area shapes your day-to-day, from the size of your territory to the type of KOLs you engage.

What Does an MSL Do Besides KOL Meetings?

If you ask 10 MSLs what they do outside of KOL meetings, you'll get 10 different answers. That's because no two days as an MSL look the same, and Medical Affairs organizations are not structured the same way. There's an old saying in the field: "If you've seen one Medical Affairs department, you've seen one."

At large pharma companies, MSLs may spend nearly all of their time on KOL engagement and insights. At smaller biotechs and start-ups, the same role often stretches much wider. You might be coordinating congress coverage, preparing for an advisory board, fielding medical information requests, and supporting a clinical trial, all in the same week.

Once you step into the field, your calendar fills with other responsibilities that stretch your influence and skills. The scope depends on your company's size, resources, and culture.

• Advisory Boards: Sometimes MSLs own the logistics and execution. Other times, they support a vendor who runs the meeting. Either way, you'll often play a role in shaping the agenda, selecting and engaging participants, and making sure insights are captured clearly.
• Congress Coverage: Some MSLs are designated as the congress lead, building the plan and coordinating across functions. Others attend as one of many team members covering sessions, posters, and late-breaking data. Either way, strong congress coverage is one of the most visible deliverables MSLs produce, and one of the fastest ways to make your name known internally. Related reading: The 3 Parts of Congress Coverage Every MSL Must Master
• Clinical Trial Support: This varies widely. At some companies, MSLs are deeply involved in site identification, investigator engagement, and supporting enrollment. At others, their role is to know the trial landscape and speak about it with confidence.
• Speaker and Sales Training: MSLs often help prepare company speakers for events by making sure content is accurate, balanced, and engaging. Many also support training for sales reps on the disease state, treatment landscape, and data so they can answer questions compliantly and confidently.
• Medical Information Requests: In smaller or leaner companies, the MSL may effectively be the medical information department. When providers request data or ask tough clinical questions, you're the one digging into the literature, writing medical letters, and preparing a response.
• Scientific Communications Support: MSLs may create or review slide decks, publications, and other external-facing materials to make sure they're accurate, balanced, and aligned. It's another example of how MSLs end up wearing many hats.

Here's an interesting twist. Many of the MSLs we work with love these side projects. They can be really fulfilling. At the same time, managers often tell us their teams spend too much time on side projects when they should be prioritizing KOL engagement.

Do MSLs Work in an Office?

While MSLs are part of a corporate team, most don't have a traditional office routine. Their "office" might be a home office setup with multiple monitors, coffee within reach, and maybe a sleeping dog in the background. Their schedule is built around:

• Face-to-face meetings with KOLs and other HCPs
• Virtual scientific exchanges
• Travel to medical conferences
• Collaborating with internal teams remotely

Travel is part of the job too. Some territories require just a few overnights a month, while others may have you on the road 50 to 75% of the time, especially large territories.

Field work is rewarding, but it also comes with unique lifestyle considerations, from travel routines to balancing family life. If you're curious what that really looks like, check out these posts from our MSL Mastery community.

Related reading:

• 8 Work Travel Tips for Medical Science Liaisons: Whether you're clocking a few overnights a month or practically living in airports, these pro tips from experienced MSLs will help you travel smarter and show up ready for every meeting.
• Is the MSL Role Compatible with Being a Parent?: Hear from MSLs and parents on how they balance travel, field time, and family life, and the strategies that make it possible.

How Is the MSL Role Different from Sales?

One of the most common misconceptions about the MSL role is that it's just another form of sales. It's an important distinction for both compliance and how you approach the job.

Sales teams are responsible for promoting approved products and driving revenue. Their success is measured in prescriptions written or units sold. Medical Science Liaisons, on the other hand, operate within Medical Affairs and are non-promotional. The role is to exchange scientific and clinical information, gather insights from the field, and make sure healthcare providers have the latest, most relevant data to inform patient care.

That doesn't mean MSLs work in isolation. The best MSLs partner closely with sales teams, compliantly, aligning on strategic priorities, understanding market needs, and keeping messaging consistent and evidence-based. Done right, this collaboration benefits patients, strengthens relationships, and helps the organization move faster and smarter.

Think of it this way:

• Sales opens doors and drives adoption.
• MSLs deepen understanding and help the science stick.

When both roles respect each other's boundaries and strengths, everyone wins, especially the patients we ultimately serve.

Related reading: What Sales Reps Understand That MSLs Often Miss 

What Skills Do Pharma Companies Want in MSLs?

Scientific expertise? That's table stakes. It gets you in the door, but it's no longer what makes you stand out. The MSLs who rise above in 2026 master a different set of skills: the ones that shape how insights are gathered, how relationships are built, and how impact is measured.

Your résumé and LinkedIn profile are where hiring managers see these skills first. In our 2026 LinkedIn poll (n=858, January 2026), 68% said the importance of a LinkedIn profile is increasing.

1. Communication Skills (That Drive Insights and Careers)

The science matters. But so does how you deliver it.

Externally, communication is about making complex information clear, relevant, and actionable for your audience. Internally, it's the same, plus showing up in meetings with leadership, even the short, impromptu ones, and communicating in a way that builds credibility fast.

For MSLs, the real magic happens in small, high-stakes conversations: the one-on-one follow-up with a KOL, the debrief with a brand lead, or the 10 minutes you get with senior leadership on a cross-functional call.

There's also written communication. Take insights, for instance. A lot of valuable observations never become business insights because HQ doesn't fully understand their significance. The best MSLs know how to package what they've learned so its value is obvious and aligned to strategy.

Communication done well:

• Pivots in real time to the flow of the conversation
• Asks follow-up questions that get to the "why" behind what's said
• Tells stories that make science memorable
• Connects field observations to business priorities
• Delivers updates that make leadership want you in the next meeting

Related reading: Don't Let Data Go to Waste: How to Tell a Story With Scientific Data 

2. Digital Fluency (Beyond the AI Buzz)

You might think "digital fluency" is just another way of saying "learn AI." AI is part of it, but digital-first thinking goes much deeper than mastering a single tool. A digitally fluent MSL changes how they think, plan, and engage. They:

• Use data to decide where to spend time and energy
• Spot KOL and HCP trends before the dashboard does
• Move between in-person, virtual, and async engagement to match stakeholder preference
• Experiment with new tools that make each interaction more relevant and efficient

They use tools to enhance relationships, not replace them.

Related reading: The Digital-First MSL: how to think, plan, and engage like a modern field leader 

3. Cross-Functional Collaboration

This is one of the top things Medical Affairs leaders call us to train on, because MSLs can't work in a silo, and alignment doesn't happen by accident.

The most successful MSLs don't just "work well with others." They make other people's jobs easier. They know what matters to their colleagues in Commercial, Market Access, or Clinical Development because they've taken the time to learn their metrics and priorities. Then they use that knowledge to connect the dots, share intel in ways that are useful, find the win-wins that build trust, and get things done.

Playing nice helps. The bigger win is knowing what your colleagues care about and how you can help them hit those goals while advancing medical priorities.

4. Time and Energy Management

The MSL role is incredibly flexible. It's also relentlessly demanding.

You set your own schedule, but between travel, scientific updates, internal calls, stakeholder follow-ups, and conferences, the week can disappear faster than a coffee at 6 a.m. in an airport lounge.

High performers treat their time like their most valuable asset:

• Plan their weeks around high-impact priorities, with meetings as one piece of the plan
• Use tools to cut busywork and protect focus time
• Leave breathing room for unexpected opportunities and travel delays
• Build in recovery so they can sustain performance all year

The goal is to be intentionally on, not always on.

Related reading: Time Audit for Medical Affairs: see where your time actually goes, then get it back.

What Does a Day in the Life of an MSL Look Like?

No two MSL days are the same, and that's the point. You're managing your territory like it's your own business, balancing scientific expertise, strategic priorities, and relationship building.

The flexibility is incredible. The demands are huge. Here's what a "typical" day might look like.

• 6:00 a.m. Airport coffee in hand. You're heading to a regional conference to meet three KOLs, catch a late-breaking session, and scan the posters for anything relevant to your therapeutic area.
• 9:30 a.m. First KOL meeting. They're curious about new safety data in your pipeline. You tailor the discussion to their interests, take note of their reaction, and schedule the next follow-up.
• 11:00 a.m. Conference hall huddle. You run into a Market Access colleague and share intel from your KOL meeting. It sparks a cross-functional idea that could address a regional access gap.
• 1:00 p.m. Poster session scanning. You take quick photos of key findings, flag a competitor trial update, and send a voice note to your medical lead so it's on their radar before the end of the day.
• 3:00 p.m. Second KOL meeting, this one virtual. You switch gears quickly, using digital tools to share visuals and keep engagement high despite the screen.
• 5:00 p.m. Insights reporting. Back at the hotel, you type up the day's key takeaways, link them to business priorities, and submit them in the CRM so HQ can act on them.
• 7:30 p.m. Quick team call. You debrief with your manager, align on next steps, and add a follow-up to tomorrow's plan.

Why no two days look alike:

• Conferences, investigator meetings, and field visits can shift your week overnight.
• Internal projects, advisory boards, and brand strategy updates pop up regularly.
• KOL needs change fast, and so does your plan.

And if you have a family, the unpredictability reaches home too. You might be back from a late flight just in time for school drop-off, or taking a virtual call from the carpool lane. Balancing travel, meetings, and family life is one of the biggest challenges MSL parents talk about, and it's possible with the right systems, boundaries, and support.

Related reading: Is the MSL Role Compatible with Being a Parent?: real stories and practical tips from MSLs who are making both work.

What Are the Career Paths for MSLs?

One of the worst-kept secrets about the MSL role is that the "career ladder" is more like a short step stool.

Most people only see this: MSL, then Senior MSL, then MSL Director.

That's where the bottleneck hits. MSL Director roles are few and far between, and they're often filled by people who've been in the field for years. For many talented MSLs, it can feel like there's nowhere to go.

But here's the real story: the MSL role doesn't have a single linear path. It works as a launchpad. What you build on top of it depends on your strengths and how you want to shape your career.

Related reading: The Medical Science Liaison Career Path: Why No Two MSL Roles Are the Same 

Staying in Medical Affairs

For those who want to stay in the function, there are options beyond MSL lead. Here are some paths we've seen MSLs take:

• Medical Director roles, where you set strategy and become a therapeutic area expert.
• Training and field enablement, creating training and onboarding for MSLs and scaling best practices across teams.
• Clinical Operations and Development, playing a more direct role in trial execution and support.
• Scientific Communications, shaping publications, congress strategies, and data decks.
• Digital and Omnichannel roles, more common in large companies, where you lead new ways of engaging stakeholders.

Beyond Medical Affairs

Not every next step keeps you in Medical Affairs. Some MSLs cross into Commercial, sales, marketing, or market access, where their ability to translate science into business value is prized. Others move into consulting or agencies, leveraging their experience across multiple clients. Some, like Sarah, move into training or recruiting, while others build their own consulting practices.

The ecosystem that supports pharma and Medical Affairs is hungry for people who've lived the MSL role. Vendors, tech platforms, and service companies want people who understand the challenges from the inside. Joining one of these organizations lets you shape solutions for the whole industry, across every company.

Changing the Setting

Career growth sometimes means changing environments, not functions. Moving from a large pharma company to a small biotech can accelerate learning, because you wear more hats and see the impact of your work faster.

How to Build a Career You Actually Want

You're standing on a launchpad with more directions open to you than a single rung above. Where you go next depends less on your company's org chart and more on the vision you create for yourself.

One of the smartest ways to start? Lead from where you are. Take on "bubble projects," the small but strategic side efforts that sit just outside your core MSL responsibilities. Maybe it's helping the medical communications team prep for a congress, shadowing clinical operations on a trial, or partnering with digital on an omnichannel pilot.

These projects do two things:

• Show leadership you're ready to contribute beyond the field
• Help you test-drive future career moves before you leap

They also expand your internal network, which is often how the best opportunities find you.

The MSLs who build fulfilling careers are the ones who:

• Learn their strengths
• Double down on what energizes them
• Carve a path that matches who they are, whatever their job title says

The role is flexible enough to take you in dozens of directions. The real question is which one feels like yours.

That's where community helps. In MSL Mastery communities like RISE and LEAP, Medical Affairs professionals share career moves, swap stories, and surface opportunities that no single company roadmap could predict. When you're plugged into others who've walked the path, and some who've paved new ones, the possibilities get a lot bigger.

Related reading: Never Leave Your Career Growth in Someone Else's Hands: why waiting for your boss or company to chart your future is the fastest way to stall your career.

How Much Do MSLs Make?

MSL pay is one of the main reasons the role is so competitive. Compared to many clinical or academic paths, it's a big jump.

For PhDs and postdocs, the first paycheck can feel like a major upgrade. For pharmacists, NPs, and physicians, the pay may feel more like a lateral move, with a very different lifestyle and long-term upside.

The most current figure we found comes from Biohired, which analyzed 523 disclosed US MSL job postings from the past 12 months (analysis dated October 27, 2026). The median posted base salary is $191,500, and the middle half of roles fall between $183,676 and $208,000. Biohired calculates each role as the midpoint of its posted minimum and maximum, so these are posted base ranges, not total compensation. Bonus and equity are separate from these figures, and the salary post below breaks down what different companies offer. Source: Biohired MSL salary data

Don't obsess over base alone. Total package matters: bonuses, stock, car, benefits, and the travel that comes with the territory.

The bottom line: the MSL salary is a major draw. The real decision is simpler: do you want the lifestyle and travel that come with it?

Related reading: The $200,000 Question: Why Do MSLs Get Paid So Much? and MSL Salaries: The Companies Paying the Most 

What Are the Top Programs to Become an MSL?

Most candidates choose between three routes. Each fits a different situation, so here's an honest look at the trade-offs.

In our poll of aspiring MSLs, 76% said their focus should be practicing introductions and interviewing (n=471, date not listed). Knowing the role is only half the work. You also have to show it in the room.

How to Break Into the MSL Role (Without Spinning Your Wheels)

Helping people break into the MSL role is our jam. Through the Aspire MSL Program, we've helped dozens of people land their first MSL jobs.

After working with so many candidates, we've seen the same patterns over and over. Some get stuck for years, while others land interviews and offers within months.

Here are the top three mistakes we see aspiring MSLs make, and where to focus instead if you want to break in. This is the 20% that will get you 80% of the results.

Can I Move into Medical Affairs from Pharma?

Yes. Pharma experience translates well, but only if you frame it in MSL terms. Hiring managers ask a specific question: can you turn complex science into a clear, credible conversation that builds trust? Your past work answers that question if you tell it in the right language.

Mistake 1: Focusing Too Much on Credentials

Historically, most MSL roles require a terminal degree: PharmD, MD, or PhD. That's still the most common path, but it's changing. Increasingly, NPs and PAs break into the role too. They bring a unique skill set and perspective to MSLing. We have plenty of advanced practice providers (APPs) in our Aspire MSL Program who've made the move.

The degree matters, but it's the ticket to entry. Credentials are table stakes. Hiring managers go past "Do you have the right letters after your name?" and ask whether you can translate complex science into a clear, credible conversation that builds trust.

That's why communication skills are the real differentiator. And about "experience"? Here's the reminder: 100% of MSLs started with zero MSL experience. What gets you hired is how you frame your past work (clinical care, research, teaching, publications) into MSL-ready stories that resonate with hiring managers.

Related reading: What MSL Hiring Managers Are Looking For and Why Highlighting Transferable Skills Is So Hard 

• Personal Branding for MSLs: Why Your Digital Presence Is Your New Business Card 

Mistake 2: Playing the Application Lottery

The "spray and pray" method feels productive: blasting your résumé to every opening you see. But here's what really happens:

• You apply to jobs you'll never get (wrong TA, wrong geography, wrong fit).
• You rack up rejections.
• Confidence tanks.

It's discouraging, and it wastes valuable time. That's why we teach Aspire members to build a job search strategy instead: target roles you're actually competitive for, tailor your résumé to speak MSL language, and spend your time where it counts.

Stop applying everywhere. Start applying smart.

Related reading: How to Land an MSL Role Without Experience 

Mistake 3: Treating Networking as Optional

Here's the truth: MSLs are professional networkers. That's the job.

If you don't practice building relationships during the hiring process, you're showing companies you're missing the number one skill they need. Most people who land their first MSL role do so because someone inside the company remembered them, vouched for them, or connected the dots from a networking call.

Networking is the audition. It's how you prove you can create trust and credibility long before you step into a KOL meeting. Before an interview, 73% of respondents in our poll said candidates should review the hiring manager's LinkedIn profile (n not listed in the poll, date not listed).

Related reading:

• The Real Reason You Don't Like Networking 
• Stop Sounding Boring and Start Speaking Like a Leader 
• So You Want to Be an MSL? Here's How to Make It Happen 

Bottom line: degrees and applications get you considered. Communication and networking get you hired. That's exactly what we teach inside the Aspire MSL Program: how to turn your background into credibility, your conversations into opportunities, and your first MSL offer into reality.

Frequently Asked Questions

What does a Medical Science Liaison (MSL) do?

An MSL is a field-based Medical Affairs professional who builds non-promotional relationships with physicians, researchers, and other healthcare experts. They share clinical and scientific data, answer complex medical questions, and gather real-world insights from the field, then bring those insights back to inform company strategy. The goal is better patient care.

What skills do pharma companies want in MSLs?

Scientific expertise is the baseline. Hiring managers look for communication that makes complex science clear, digital fluency that deepens relationships, cross-functional collaboration, and time management for a demanding, self-directed schedule. Stories from past work that show these skills tend to land best.

What are the top programs to become an MSL?

Common routes include self-study with networking, fellowships or internships, and structured coaching. Self-study gives you control but makes interview practice harder to get. Structured coaching, such as the Aspire MSL Program, adds interview practice and résumé help. Choose based on your background, your timeline, and how much feedback you need.

Do you need a PhD or PharmD to become an MSL?

Most MSL roles require a terminal degree such as a PharmD, MD, or PhD, and that's still the most common path. But it's changing: nurse practitioners (NPs) and physician assistants (PAs) are increasingly breaking into the role. The degree gets you considered. Your ability to translate science into trusted conversation is what gets you hired.

Is the MSL role a sales job?

No. MSLs work within Medical Affairs and are strictly non-promotional. Sales teams promote approved products and are measured on prescriptions or units sold. MSLs exchange scientific information, support evidence-based care, and gather field insights. The best MSLs partner with sales compliantly, but the two roles have very different goals and guardrails.

Can I move into medical affairs from pharma sales?

Yes. Pharma experience translates well when you frame it in MSL terms. Focus on how you exchanged information with healthcare providers and how you spotted patterns in the field. Then show how that work connects to scientific exchange.

Can you become an MSL with no experience?

Yes. 100% of MSLs started with zero MSL experience. What matters is how you reframe your existing background (clinical care, research, teaching, publications) into MSL-ready stories, build genuine relationships through networking, and target roles you're actually competitive for instead of applying everywhere.

Written by Patrina Pellett, PhD, and Sarah Snyder, PharmD, Co-CEOs of MSL Mastery. Sarah spent 20+ years in the field as an MSL. Patrina built the frameworks teams now use to turn field work into impact leadership can see.