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5 steps to a smart key opinion leader (KOL) strategy

For a pharmaceutical company, the backing of a key opinion leader (KOL) is essential to give their products any kind of reputability. The best course of any action to build support for your products, is to connect and build relationships with KOLs, who are typically the most published and respected healthcare professionals in their chosen fields.

As with any business activity, success is only achieved with a detailed, workable strategic plan. You may choose to focus more on certain elements than others, but here are 5 steps to implementing an effective KOL Strategy. 

Speculate to accumulate
Few business leaders prefer a long list to a short list, but it’s essential to cast your net as wide as possible to catch the best fish. For example:You may believe liaising with members of academic institution ‘A’ is more useful than the help of medical society ‘B’, but both courses of action are needed if you want to leave no stone unturned. On top of this, it’s vital to attend all the industry meetings and conferences possible, and research extensively to build your list. And don’t forget Google, the most straightforward way to search in existence. 

Know who to deal with
It’s important to be selective when it comes to compiling your KOL list. If research is not done effectively, you could end up wasting time, as you’ll have to go through the ‘reaching out’ process all over again, when you discover who you really should be building relationships with.This doesn’t necessarily mean the most published KOL, but rather doing some research into who pulls the strings in the field you’re concerned with. Once you have this knowledge, you can be confident of building a relationship with the KOL. 

Nurture relationships
You may want to connect with your targeted key opinion leader through social media (especially LinkedIn, which is used both professionally and in leisure time), but once relationships are formed there is still work to do.Even in 2016, face-to-face meetings leave more of an impression than cyberspace liaisons, so try to get out and meet KOLs. It’s mutually beneficial: as you get a ‘feel’ for who will be the best advocates for your products, so doctors will develop trust in you and your brand.

To learn the remaining 2 steps that a vital to a successful KOL strategy, visit:

7th July 2016



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