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• A deep dive into the major shift towards virtual interactions that continue to be a significant platform for company-HCP engagement post-COVID. 

• Discuss the declining access to HCPs by traditional sales representatives and the corresponding increase in focus on KOLs and field-based medical personnel.

• Emphasize the importance of a long-term investment strategy for relationships, rather than short-term "quick hits".

Jonathan Sadko

KOL and Partner Manager - US Specialty

METAPHARM

• Review recent FDA regulatory actions and healthcare compliance enforcement activities, including the OIG Special Fraud Alert on speaker programs

• Discuss compliance challenges presented by virtual interactions, such as documenting accurate sign-in processes and remote monitoring. 

• Cover the importance of compliance with the Sunshine Act and Open Payments requirements, highlighting how government agencies analyze this data to identify patterns of fraud. 

• Explore global compliance challenges, particularly concerning interactions with foreign government employees.

April Mann

Cardiology KOL and Stakeholder Engagement Lead-PDx

GE HEALTHCARE

• Explore the fundamental role of emotional intelligence, active listening, and adaptability in building strong interpersonal relationships with KOLs. Discuss the mutual substantive exchange that fosters value for both companies (gaining insights) and KOLs (expanding expertise). 

• Emphasize the critical aspects of respect for KOLs, their time, and their gatekeepers, along with the importance of consistent follow-up and follow-through. 

• Provide strategies for managing expectations and avoiding over-promising.

Uduak Ntuen

Associate Director, MSL Field Strategy, Tactics, and Training

BAUSCH HEALTH

• Provide insights into identifying and validating experts, leveraging objective analysis tools like Scopus, Sileads, and Biode Tully. Discuss the critical need for diversity in KOL selection (gender, race, age, geographic location) to ensure representation and richer perspectives. 

• Explore engaging ancillary staff, professional organizations, patient advocacy groups, and the emerging influence of social media for identifying KOLs. 

• Highlight the importance of a central repository/CRM for expert management to avoid over-utilization and improve transparency.

• Fully understand how success of KOL engagements is measured.

• Address challenges such as navigating high volumes of insights and ensuring the "feedback loop" is closed. Discuss the role of CRM systems and new technologies like AI and Large Language Models (e.g., Microsoft CoPilot) in summarizing themes, trends, and repetition from insights and social media. 

• Examine best practices for setting clear "Key Information Topics" (KITs) for MSLs to guide data collection. Discuss the balance between quantitative and qualitative insights, emphasizing quality over mere quantity. Address the need for anonymizing HCP names for compliance when sharing globally.

Nicole Rawnsley

Associate Director, Medical Affairs I Co-Program Director

BAUSCH HEALTH

• Define DOLs as credentialed medical specialists with significant digital reach. Discuss their role in spreading information about clinical trials, providing feedback on marketing materials, and co-creating medical/educational resources. 

• Explore compliant strategies for engaging DOLs across various digital platforms such as social media, podcasts, and webinars. Highlight the trend of traditional KOLs engaging with DOL content.

Dagmawit Betru

Medical Science Liaison

NOVO NORDISK

• Provide candid insights from a KOL's viewpoint on exceptional partnerships, emphasizing clear communication, respect for time, and fair compensation. Directly address frustrations related to vague "courting" without concrete offers, pay discrepancies, and unrealistic travel expectations. 

• Discuss the importance of companies being up-to-date on product developments and offering instrumental in-person training. This session will provide a crucial "outside-in" perspective to enhance engagement strategies.

Brittany Albright

KOL, Faculty Consultant and National Speaker

JOHNSON & JOHNSON NEUROSCIENCE

• Directly address the "clear friction between MSL and TLL roles" and the need for a summit on how they differ and how they can compliantly collaborate. 

• Explore strategies for consistent messaging and streamlined engagement across departments to present a cohesive brand voice to KOLs. 

• Discuss ways to reduce overlap and redundancies in KOL engagement, including the use of shared documents and regular internal touchpoints. Examine the role of leadership in fostering a "no silos" culture and the importance of simple, direct communication. Discuss how to measure the success and impact of cross-departmental collaboration on KOL engagement outcomes, moving beyond just quantitative metrics.

• Incorporate questions on sharing top KOLs between functions and managing data sharing/privacy.

• Discuss strategies to successfully engage KOLs in speaker advisory boards, emphasizing clear objectives, specified topics, and fair compensation. 

• Explore best practices for maximizing educational impact through effective KOL participation in speaker programs, including targeted content delivery, evidence-based education, and emotional storytelling. 

• Detail how to effectively utilize virtual and hybrid advisory boards and speaker programs, incorporating interactive features like gamification, breakout rooms, polls, and live translation to sustain engagement. Discuss the role of strong facilitation and note-taking for productive discussions.

Brenda Gorsett

Associate Director, Field Medical Affairs

ORPHALAN