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KOL Relationships Report Summary

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Best Practices, LLC releases interesting new information about how company Medical Science Liaisons are changing the way the interact with Key Opinion Leaders.

For more information, please contact Melvin Hines at mhines@best-in-class.com

KOL Relationships Report Summary

  1. 1. KEY OPINION LEADERS MANAGEMENT
  2. 2. KEY OPINION LEADERS MANAGEMENT For additional insights or to download the full report: Contact Melvin Hines at mhines@best-in-class.com or 919-767-9175
  3. 3. Nearly 60% of Respondents Have Made / Plan Changes to How MSLs Interact with KOLs <ul><ul><li>A small majority in the total benchmark class have made changes to or plan to make changes with regard to MSL/KOL interactions. Of interest is that the Global & U.S. segment predicated changes (64%) to a much larger degree than the CIA segment (44%). </li></ul></ul>(n=32) Have you had to make changes -- or will you be making changes-- that would impact the way your MSLs interact with KOLs? Total Benchmark Class
  4. 4. Companies Plan to Increase MSL Work With KOLs in Next Two Years (n=33) (n=9) <ul><ul><li>Most companies expect to increase their MSL services to KOLs going forward. Only one company in the benchmark said that it will decrease its services in the next two years. </li></ul></ul>In the next 12- 24 months, we expect our MSL services to KOLs to : Total Benchmark Class CIA Segment
  5. 5. MSLs Provide Scientific Value to KOLs when Identifying Publication Opportunities Note : A weighted average index was used to analyze these responses, assigning a value of 7 to the highest ranking items and a value of 1 to the lowest ranking items. The total weighted average score for each service is calculated and then multiplied by 100 to standardize the index for comparison across segments. Benchmark respondents stated that MSLs are most valuable to KOLs, from a scientific standpoint, when they help identify scientific publication ideas and opportunities. MSLs are least valuable when discussing formulary considerations with KOLs. (n=32) Please rate the support and service (Science Value) provided by MSLs to KOLs in terms of positive impact for the KOLs:
  6. 6. Effective MSLs Maintain KOL Relationships and Discuss Emerging Physician Concerns While identifying, developing, and maintaining KOL relationships continues to rank as most important, respondents stated it also was important for MSLs to proactively discuss emerging physician concerns. (n=33) Note : A weighted average index was used to analyze these responses, assigning a value of 7 to the highest ranking items and a value of 1 to the lowest ranking items. The total weighted average score for each service is calculated and then multiplied by 100 to standardize the index for comparison across segments. Please rate the professional support and service provided by MSLs to KOLs in terms of positive impact for the KOLs:
  7. 7. Rating as Influencer by Others is Considered Most Important Criteria for KOL Profiling <ul><ul><li>Rating as Influencer by Others and Quality of Publications are the most important profiling tools companies use in selecting KOLs. </li></ul></ul>(n=33) The top criteria that are most relevant for profiling a KOLs influence and impact. <ul><li>Other: </li></ul><ul><li>Roles in societies & guideline groups </li></ul><ul><li>All are important </li></ul><ul><li>Willingness to 'partner‘ </li></ul><ul><li>Heading the national or international society </li></ul>
  8. 8. Face-to-Face Talks Most Effective Tool for Building Strong KOL Relationships Rate how effective the key channels are by which to interact and build strong working relationships with KOLs? (Select only one per row.) Face-to-face visits continue to rank as the most important source for building strong working relationships with KOLs. However, the benchmark class remained split on other forms of communication, with nearly one in four respondents unconvinced that conferences and email exchanges are effective. (n=33)
  9. 9. CIA Segment Heavily Favors Face-to-Face Visits in the KOLs Workplace All CIA companies said that visits to KOLs in the workplace are highly effective. Two-thirds rated visits outside the workplace, professional events and conferences as highly effective. It seems this segment finds a broader array of interaction channels as helpful to building KOL relationships. (n=9) Rate how effective the key channels are by which to interact and build strong working relationships with KOLs? (Select only one per row.) CIA Segment
  10. 10. KEY OPINION LEADERS MANAGEMENT For additional insights or to download the full report: Contact Melvin Hines at mhines@best-in-class.com or 919-767-9175
  11. 11. About Best Practices, LLC Copyright Best Practices, LLC Best Practices, LLC is a research and consulting firm that conducts work based on the simple yet profound principle that organizations can chart a course to superior economic performance by studying the best business practices, operating tactics and winning strategies of world-class companies. Best Practices, LLC 6350 Quadrangle Drive, Suite 200, Chapel Hill, NC 27517 919-403-0251 [email_address] www.best-in-class.com

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