Loading... Please wait...
Contact Us
Would you like more
information on this report
Please contact us today at +44(0)20.7665.9240
or +1 212.220.0880
or write to us.

Engaging KOLs: new thinking on thought leader development

Product Code:
400200061
Publication date:
Mach 2012
Format:
PDF
Pages:
58
Price:
£595

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?

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.

Key features of Engaging KOLs: new thinking include:

  • Interviews with nine industry experts that reveal the industry's current best practices for KOL recruitment and engagement
  • Analysis of which departments withiin 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 it mitigate its negative effects
  • Discussion and analysis of the metrics being used by pharma to measure the activites 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

This exclusive FirstWord Dossier report draws on interviews with more than 30 KOLs, and features perspectives from 9 industry experts and will help you to:

  • 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 complaint 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


Engaging KOLs: new thinking on thought leader development
answers key questions including:

  • Which departments within pharmaceutical companies are involved in the recruitment of KOLs and the subsequent engagement with them?
  • Which KOLs does the pharma industry target and when in the development cycle?
  • How do sales and MSLs differ in the way that they engage with KOLs, and how can you ensure compliance?
  • What metrics are used by the industry to measure the success of MSL activities?
  • How do KOLs want to be engaged with by the industry?
  • What impact will the introduction of the PPSA have on the way the industry engages with KOLs, and how does it impact KOLs' attitudes to these relationships?

Selected 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)

 




customer.service@firstwordpharma.com

All Contents Copyright © 2019 Doctor's Guide Publishing Limited All Rights Reserved