Engaging KOLs: new thinking
on thought leader development
Key opinion leaders (KOLs) play a vital role in the effective development and marketing of drugs and medical devices.
However, restrictions are increasingly being imposed on the ways in which Medical Science Liaisons (MSLs) and sales reps can access and engage with physicians. Pharma must ensure that all its interactions with KOLs are focused on science and compliant with the various regulations, including the upcoming “Sunshine Act.”
In this more restricted environment, it’s more important than ever to build productive, mutually beneficial relationships with KOLs. How can you enhance your KOL programme and ensure that KOLs value their interactions with your company?
Report Overview
Engaging KOLs: new thinking on thought leader development presents Industry Best Practices for managing KOLs – exploring ways to clarify and measure the role of Medical Science Liaisons (MSLs), and examining different approaches to managing the sensitive relationship between Medical Affairs and Sales. Other practical insights include candid feedback from KOLs on their ideal interactions with pharma, and the use of KOL Management software to facilitate effective communication.
This exclusive FirstWord Dossier report draws on interviews with more than 30 KOLs, and features perspectives from 9 industry experts!
Key Report Features
- Interviews with nine industry experts that reveal the industry's current best practices for KOL recruitment and engagement
- Analysis of which departments within pharma companies should be responsible for KOL list building and recruitment
- Discussion of the different roles played by sales and medical affairs and how to remain compliant while enabling good internal communication
- Discussion of the impact of the PPSA on pharma's relationships, and what companies can do to mitigate its negative effects
- Discussion and analysis of the metrics being used by pharma to measure the activities of MSLs
- Analysis of the key features that make KOL management software offerings attractive to their end users
- Insights into why and how KOLs want to work with pharma, and into pharma practices that may cause KOL attrition
Key Benefits
- Get up to speed with the pharma industry's current best practices for KOL engagement
- Learn which departments within pharma companies are currently responsible for KOL list building and recruitment
- Find out about the different roles played by sales and medical affairs and how to remain compliant and productive
- Understand the impact of the PPSA on pharma's relationships, and what companies can do to mitigate its negative impacts
- Receive ideas for tangible ways to measure the activities of MSLs
- Review the key features that make KOL management software offerings attractive to their end users
Who Would Benefit From This Report?
This report will be of value to senior pharma directors and managers with responsibilities in the following areas:
- Medical and scientific affairs
- Clinical trials
- Relationship management
- Key account and territory management
- Marketing, brand and sales management
- Medical Science Liaison
- IT procurement
- Business development
- Regulatory and government affairs
- Medical communication
Key Quotes
“I think in general that the major change has been around access issues, not just for the sales force but scientifically in the field. Sales reps and MSLs have been grouped together. Even though the MSLs have a scientific intent, there are still issues with access for them.”
– Gerri Lee, director of MSLs, Genentech
“People need to know what the MSL team is there to do and you need to get buy-in to what those expectations are. These goals should be defined and the intended objectives agreed on for a specific time period.”
– Debra Kientop, oncology liaison director, Quintiles
“You are greeted by completely new people, who have new ideas, and then you have to start over. It’s frustrating having new people all the time and having nobody pay attention.”
– Professor Paul Bunn, professor of medicine and head of medical oncology at the University of Colorado (KOL for more than 20 years)
