Many physicians face challenges beyond clinical work. From leading teams to navigating the business side of medicine, the journey is rarely simple. At Lucens, we recognize that being a doctor means balancing multiple roles, finding purpose, and making a lasting impact.
"Ask The Mentors" offers real-world advice from those who’ve been there. Their responses are candid, practical, and grounded in the realities of the profession—designed to help you navigate your career with confidence.
This time, we're tackling an often-overlooked topic: how do you actually get started working with industry?
We turned to two Lucens mentors who've mastered the industry transition: Lauren Grawert MD, CMO at Aware Recovery Care; and Justine Siergey OD, Director of Professional Strategy at Bausch + Lomb.
I'm interested in collaborating with industry as a physician, but I’m not sure where to begin. How do you build successful partnerships, and what’s the best approach to stand out?
—E.W., Pennsylvania
Lead with “How Can I Help You?”
Lauren:
In creating successful industry partnerships, one of the most effective approaches I’ve found is to begin by asking, “How can I help you?” This small shift makes a huge difference. When you start with an offer to help, rather than jumping in with requests or expectations, you’re setting a positive tone and showing that you genuinely want to contribute to a mutual relationship.
A concept I picked up from How to Win Friends and Influence People is to listen and engage with others by focusing on their needs first. This isn’t about asking for something; it’s about showing that you’re interested in supporting their goals. Industry reps and companies are often looking for physicians to offer real-world insights into their products or to share clinical expertise. When you start with “How can I help you?” you’re demonstrating that you’re open to collaboration without expecting immediate returns.
In medicine, especially within subspecialties, your connections carry over to future roles, so maintaining a positive reputation and leaving on good terms whenever you move or shift roles also goes a long way. Treating these connections with respect and focusing on others first will often open more doors than a direct ask.
Recognize the Two-Way Street
Justine:
One of the first things to recognize about industry partnerships is that they’re always a two-way street. It’s not just about what you can gain—it’s about what you can offer. Many industry reps aren’t just visiting to sell a product; they’re there to share valuable knowledge, insights, and education that could benefit your practice and patients. When you understand this two-way nature, you can create a stronger, more productive relationship.
For example, a rep might come to your office, and instead of brushing them off, you could take time to ask questions, share insights from your clinical experience, or offer feedback. These small exchanges can make a big difference. Early on, I took the opportunity to engage with reps this way, and over time, this approach opened up opportunities like clinical trials and research collaborations. I made it clear I valued what they brought to the table, and in return, they saw me as a true collaborator rather than just another physician.
If you want to build a meaningful partnership, approach every interaction with a collaborative mindset. Look at how you can contribute, recognize what the other side offers, and stay open to mutual benefits. This way, you build trust, gain respect, and position yourself for exciting projects and collaborations down the line.
The Bottom Line
To build lasting industry partnerships, begin with a genuine willingness to contribute. Start conversations by asking how you can help, and always remember that effective partnerships are two-way streets. When you approach these connections as true collaborations, you build trust, open doors, and set yourself up for meaningful, career-enhancing opportunities.
