Turning the Dreaded ‘What Do You Do?’ Into a Purposeful Connection

“What Do You Do?”

Ah, here it comes—the moment we all dread. You’re asked, “What do you do?” How often have you encountered blank stares, awkward silence, or even worse—the all-too-familiar stereotypes following your response? You’re not alone. “I love explaining my role!”? said no one ever! More often than not, our job titles fail to capture the full essence of our value. Misconceptions about our industry only add to this challenge. But what if you could transform your introduction from an awkward statement to an Ignition statement; something that makes people lean in and want to work with you?

Lead with Purpose

Instead of falling back on the default, “I work in pharma” or the slightly more specific, “I’m a Medical Science Liaison,” why not start with ‘why’? Simon Sinek’s Start With Why philosophy shows that purpose, when made explicit, opens doors to meaningful connection. Leading with purpose elevates your introduction beyond the mundane, creating a sense of connection that transcends titles. Research backs this up—purpose-driven introductions foster trust, authenticity, and deeper engagement, which are key to building relationships in our complex world.

8 Purpose Triggers

Saying something like, “I help bridge the gap between cutting-edge science and the patients who need it most,” is a solid start. But imagine the impact when your introduction is infused with personal meaning. After conducting hundreds of Purpose Interviews, we’ve identified eight key origins for purpose stories in A Dose of Inspiration. These include:

1. Personal Health Challenges
2. Caregiving Experience
3. Commitment to Equity
4. Spiritual or Religious Beliefs
5. Alignment with Personal Values and Ethics
6. Inspiration from Parents/Role Models
7. Scientific Curiosity
8. Acknowledging Grace Received

Real-Life Examples

In a recent Power of Purpose workshop, an MSL shared how purpose was shaped by their parents’ influence. “I love my work because I watched my parents, both doctors, go above and beyond to help people achieve better health. I get to do that every day—help doctors help patients by translating the science I love into meaningful impact on patient outcomes.”

Another participant spoke of their commitment to equity: “Growing up as one of only five Asians in a class of 500, I learned compassion to advocate for the underdog. That’s what I do now—I help doctors spotlight important research that could change lives.”

A third shared how their own health challenges define their work: “Supporting my mom through her cancer journey gave me first-hand insight into the confusion and frustration patients experience. Helping HCPs make sense of research to alleviate that suffering brings me great satisfaction.”

The Magic of Vulnerability

You might be thinking, “Isn’t that a little too vulnerable?” But that vulnerability is exactly what makes it powerful. Brené Brown emphasizes the role of vulnerability in fostering trust and connection in her book Dare to Lead. By sharing our stories and the reasons behind our work, we create bonds that pave the way for collaboration and innovation. Brown writes in Rising Strong, “Staying vulnerable is a risk we have to take if we want to experience connection. Courage starts with showing up and letting ourselves be seen.” Your purpose-driven introduction isn’t just about explaining your role; it’s about creating trust, igniting curiosity, and amplifying your impact.

How to Lead with Purpose

1. Identify Your Why – Reflect on what drives you. Why do you care about helping doctors help patients? Where does that motivation come from in your life?
2. Determine Your How – Connect the dots between your personal story and the work you do. How does your role help patients?
3. Craft Your Purpose Story – Develop a narrative that intertwines your personal and professional motivations. This should illustrate not just what you do, but why it matters.
4. Condense It into an Ignition Statement – Summarize your “why” into five concise sentences that flow naturally in conversation.
5. Practice – Start leading with purpose in your discussions. Experiment with different phrasing until you find what resonates most with you and your audience.

Celebrate Your Impact

Turn the question, “What do you do?” from a moment of discomfort into a celebration of the difference you’re making. We call it an Ignition Statement because it ignites action. Let’s stop downplaying our roles and start leading proudly with purpose. Every interaction is an opportunity to share your mission and inspire others. YOU represent pharma to the people in your circle. So, start with why and stand tall.

Conclusion

By transforming your introduction from a title into an Ignition Statement, you not only empower yourself but help others recognize your true value. Leading with purpose isn’t just a strategy; it’s a movement toward a more engaged, connected, and impactful pharma team.

For more inspiration and examples of purpose stories, check out, A Dose of Inspiration: 100 Purpose Stories from Pharma Leaders. This volunteer purpose project turned into a beautiful, free ebook. These stories show how connecting with a deeper mission can transform professional identities and drive greater impact. Click here for your copy and explore how other leaders are shaping the future of pharma by leading with their purpose.

References

1. Brown, B. (2018). Dare to Lead: Brave Work. Tough Conversations. Whole Hearts. Random House.
2. Brown, B. (2015). Rising strong: How the ability to reset transforms the way we live, love, parent, and lead. Spiegel & Grau.
3. Donahue, J. (2024). A Dose of Inspiration: 100 Purpose Stories from Pharma Leaders. Excellerate.
4. Sinek, S. (2009). Start With Why: How Great Leaders Inspire Everyone to Take Action. Penguin Group.

About the author:

Jill Donahue, MadEd, HBa

When Jill was 35, her father’s life was tragically lost due to an avoidable prescribing error. Working in pharma, she was driven to figure out how we could do better. Her research revealed one crucial insight: purpose transforms outcomes.

Through her 3 books, programs, and speaking engagements, she empowers pharma leaders to build trust, foster collaboration, and achieve transformational results. Reach out if you want help creating your purpose story and bringing the Power of Purpose to your team.