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Optimizing Key Opinion Leader Relationship Management for Success in the Pharmaceutical Sector
Date:12/9/2011

CHAPEL HILL, N.C., Dec. 9, 2011 /PRNewswire/ -- Thought leaders play a critical role throughout the development cycle of new pharmaceutical products. In the pre-clinical stage, they serve as technical experts, in Phase I, II and III they are the clinical trial leaders and from pre-launch through patent expiry they are peer influencers.

Clearly, success in the pharmaceutical sector is linked to an organization's ability to build, maintain and manage relationships with Key Opinion Leaders (KOL). Consequently, KOL relationship management has emerged as its own business discipline, a necessary and challenging component of brand promotion.

A study from Best Practices, LLC, Optimizing Key Opinion Leader Relationships: Best Practices in KOL Management, examines how leading pharmaceutical companies approach KOL management. This report identifies the organizational structures, management strategies and tactics, and critical success factors associated with KOL management excellence. Pharmaceutical executives can use this benchmarking research to learn best practices in KOL management and discover how they can maximize KOL relationships to benefit their own products and therapies.

For instance, data from an online survey and executive interviews revealed that organizations need to develop reliable, strategic profiling and recruitment mechanisms that:

  • Distinguish between true influence and credentials
  • Segment KOLs by the traits required for a company's needs and strategy
  • Seek opportunities to identify the next generation of KOLs
  • Use new tools and vendors to improve efficiency

Key topics in this report include:

  • KOL Segmentation and Behavior Drivers
  • KOL Roles Over Product Lifecycle
  • KOL Management Models
  • Role of Medical Science Liai
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SOURCE Best Practices, LLC
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