The challenge
A large pharmaceutical company faced significant internal misalignment in identifying and engaging key opinion leaders (KOLs) within their therapeutic area. With multiple KOL lists maintained across departments—featuring inconsistent tiering, classification, and incomplete or outdated data—there was no unified strategy for engaging the right KOLs for the right activities.
Our solution
To address this, we collaborated with all departments to consolidate and update KOL information into a single, comprehensive master list. The list was meticulously verified to ensure accuracy and relevance, incorporating up-to-date details for experts in the field. A standardized tiering system was developed, categorizing KOLs into three tiers—National, Regional, and Local—based on predefined criteria. We then created a centralized master tool for internal stakeholders to reference, streamlining KOL engagement. Finally, we conducted an internal workshop with stakeholders to review the master list, align on strategy, and build consensus on engagement plans.
Outcomes
Comprehensive KOL Database
Delivered a detailed KOL profile and activity document for 350 experts.
Standardized Tiering
Developed and applied tiering criteria to categorize KOLs into three levels (National, Regional, Local) and aligned activities for each tier.
Unified Engagement Strategy
Finalized tools and processes adopted across all business units, ensuring consistent and strategic KOL engagement.
Internal Alignment
Facilitated alignment across departments through a collaborative workshop, creating a cohesive approach to KOL mapping and engagement.
Key takeaway
Through the development of a standardized and unified KOL engagement plan, this pharmaceutical company enhanced internal alignment and equipped stakeholders with the tools needed to build meaningful, strategic relationships with key opinion leaders in their therapeutic area.
This engagement was delivered through our tactical execution services.