How Medical Science Liaisons can secure follow up appointments with KOLs
First things first, you must always have a real reason to see a KOL and all interactions must be aimed at adding value to KOLs.
A primary function of the MSL role is to educate and get feedback/insights from KOLs and partner with KOLs on different company initiatives (advisory board, congress speaker, research etc).
Some practical things you can do to get follow up meetings:
Don't data dump on KOLs, if you don't get a chance to discuss all the data you are presenting, ask the KOL if you can book another short app. with their receptionist/PA at the end of the meeting.
Identify if the KOL is attending any upcoming congresses that you are also attending. This leads to a natural next meeting i.e. "I'm also going there, it would be great to catch up for a coffee"
Find additional ways to add value i.e. if you get asked a question and need to find an answer internally you have an opportunity and reason for a follow up meeting
If you are attending a congress and a KOL is not, offer to debrief them on the congress afterwards if there are particular sessions they are interested in
Try and get a regular cadence set up. If you can demonstrate enough value in the KOL meeting identify if they would be willing to meet you every 1-2 months for you to share the latest info on the TA/drug you work on.
Understand what company initiatives the KOL may be interested in and partner with them on these. Presenting opportunities to KOLs that align with their interests is a great way to develop a long lasting relationship. i.e. if the KOL is involved in educating their peers, they can partner with your company on symposia or educational material development.
Are there other KOLs you can connect this KOL with? i.e. if your KOL is recruiting for a trial and recruitment is low, are there other KOLs in your network you may be able to connect them with to assist?
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