Optimizing KOL Relationships: Successful Companies and Lessons Learned

STUDY OVERVIEW

Key Opinion Leaders (KOLs) play a critical role in the clinical development and marketplace education of new biopharmaceutical products. Thus, KOL relationship management has emerged as a necessary and vital part of organizational success for the pharmaceutical sector.

In an effort to examine how leading pharmaceutical companies approach KOL management, this research by Best Practices, LLC identifies activities associated with maintaining effective KOL relationships, leading companies in KOL management and lessons learned in KOL management. Research findings provide industry metrics that can serve as a reference point for companies to improve their KOL management tactics.


KEY TOPICS

• Evaluating KOL Relationships & Value
• Companies Successful at KOL Management
• Lessons Learned

• How is KOL management success evaluated within your organization
• Top 3 things KOLs value in relationships with your company
• List top 3 companies - outside of yours - that are best at optimizing KOL relationships
• What differentiates these companies
• Top 3 success factors in developing and maintaining effective KOL relationships
• Top 3 challenges in developing and maintaining effective KOL relationships
• Describe any innovative practices regarding KOL management you are aware of
• What are emerging trends in developing and maintaining KOL relationships
  
  

• Measuring KOL Effectiveness: Benchmark partners say that regular communication/interaction (58%), information sharing (47%) and research opportunities (33%) are top activities that KOLs value from their companies. Also, 28% of benchmark partners measure KOL program effectives by the volume of KOL engagements within their organizations.

Twenty-two benchmark survey respondents from 17 companies participated in this study. Nearly 33% are directors, senior directors or vice presidents, and 45% are based in the United States. The participants represent three different industries. About 68% work in medical and scientific affairs.

Industries Profiled:
Biotech; Medical Device; Pharmaceutical; Health Care; Education; Science; Manufacturing; Consumer Products; Diagnostic; Chemical


Companies Profiled:
Biogen Idec; Baxter Healthcare; Medtronic; Teva Pharmaceutical Industries Ltd; Ortho-Clinical Diagnostics; Torrent Pharmaceuticals Ltd.; Reliance Institute of Life Sciences; Lupin; Bayer; ViiV Healthcare; AstraZeneca; Onyx Pharmaceuticals; Johnson & Johnson; LEO Pharma; Abbvie; AUSA; Genentech

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