Slide snapshot: overview of internal stakeholder KOL needs

If you understand the KOL needs of your cross-functional colleagues and incorporate them in your plan, you will become a highly valuable and valued partner to them.

Because your KOL engagement can provide insights and information that your colleagues in other departments need for their goals.

Maaike Addicks, MD, set this out for the participants of her course Strategic KOL Planning & Engagement. 

The overview covers four internal functions, R&D, Market Access, Marketing and Sales, and sets out what each one needs from your KOL work and what each one can offer you in return.

e-Booklet Overview of Internal Stakeholder KOL Needs

Download the slide snapshot below 👇

What each function is working on


R&D, Market Access, Marketing and Sales all draw on the same KOL relationships, and all of them will come to you. The overview sets out what each one is working on, and what they are hoping your engagement will give them.

  • R&D is working on clinical issues, endpoints and patient subgroups, and needs successful investigators

  • Market Access is working on clinical practice, place of treatment and patient flows, and needs advocates for reimbursement, and data generation

  • Marketing is working on clinical practice, assumptions, opinions and focus topics, and needs KOL participation in commercial projects

  • Sales is working on much the same ground as Marketing, and needs participation in projects and access to HCPs

Knowing this in advance is what lets you build these needs into your KOL plan, instead of handling requests one at a time as they arrive.
 

The exchange runs both ways


Every function in the overview has a second half: what they can offer you in return. Introductions into networks you do not have. Insights on KOLs you have not met. The chance to shape data generation so it reflects local patients. In the case of Market Access, a role in the discussions where reimbursement is decided.

Read as a whole, the overview describes a trade rather than a list of internal requests. That is the difference between being asked for support and being treated as a partner.
 

Download the slide snapshot

e-Booklet Overview of Internal Stakeholder KOL Needs
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Who made this overview


Maaike Addicks, MD, is an independent Medical Affairs consultant with more than 15 years across biotech, mid-sized and large pharma, in a range of therapeutic areas. She is a medical doctor and her work centres on strategic Medical Affairs development, change management and competency building.

She is President of the Medical Affairs Commission of the NVFG, the Dutch Association of Pharmaceutical Medicine. Participants know her for turning strategy into something a Medical Affairs team can actually execute.

 

Maaike Addicks, MD

Continue your learning from Maaike

If you’d like to learn more from Maaike, CELforPharma also offers a 1-day, hands-on course where you'll learn how to:

  • Identify, prioritise, and map the right type of KOLs for your medical objectives
  • Build engagement plans that evolve with your product’s lifecycle
  • Create mutually valuable, trust-based partnerships with experts
  • Strengthen the quality, structure, and internal alignment of your KOL activities
Strategic KOL Planning & Engagement
With Maaike Addicks, MD
Maaike Addicks, MD

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