DAY 1
8.30 Registration & Coffee
9.00 Chairman's Opening Remarks
Raimund Sterz, Medical Director, Global Health Economics and Outcomes Research, Abbott.
9.10 KOL Management from Both Sides of the Relationship
The view from academia and from the industry
Where is the common ground between KOL and pharmaceutical industry?
What are the most frequent difficulties?
Some thoughts about unconventional solutions
Axel Glasmacher, Medical Director, Celgene International.
9.50 KOL Management in a Specialised-Medicine Market
Compliance directives vs. marketing objectives
Advocate credibility
Limited KOL resources
KOL long-term relationships
Lurdes Reis, Scientific Communications Manager, Bayer Schering Pharma.
10.30 Morning Coffee
11.00 Stakeholder Management - The Holistic Approach
Integrated stakeholder management is more than KOL Management
Definition and scope of SHM
The importance of professional associations
The challenges of cooperating with Patient Associations
Fostering your scientific credibility
Christian Schweiger , Managing Director, Tachris.
11.40 PANEL DISCUSSION:Global Stakeholder Management - More Than KOL Management
Definition of stakeholder management
Why SHM is a key factor for success in the pharmaceutical industry
Challenges and opportunities in the context of a global company
The way to do it right - is there a receipt for successful SHM?
Christian Schweiger , Managing Director, Tachris.
Raimund Sterz, Medical Director, Global Health Economics and Outcomes Research, Abbott.
12.20 Networking Lunch
1.50 Stakeholder Versus KOL: Do we Need to Expand our View?
Changes is the pharmapolitical environment
Emerging stakeholders
Payers, prescribers, patients and fundholders - current role and future roles
Integrated health care concepts
Raimund Sterz, Medical Director, Global Health Economics and Outcomes Research, Abbott.
2.30 KOL change management: The view from the vendor
Best practices
Data privacy management and data collection in the regulatory landscape
Roll-out to the company
Larry Cohen, President, Heartbeat Experts.
3.10 Afternoon Tea
3.40 Negotiating with KOLs
Finding common ground
Setting up an agreement
Separating the product from the company
Keeping an appropriate distance
Philippe Fonjallaz, Head of Customer Engagement, Neurodegenerative Disease Business Unit, Merck Serono.
4.20 A New Understanding of KOLs - New Ways of Working with the Pharma Industry
How the UK industry works with external stakeholders
Transparency in industry/KOL relationships
Funding of medical education by industry
Creating trust through behaviours
Andrew Powrie-Smith, Director, Association of the British Pharmaceutical Industry.
5.00 Chairman’s Closing Remarks and Close of Day One
DAY 2
8.30 Re-registration & Coffee
9.00 Chairman's Opening Remarks
Raimund Sterz, Medical Director, Global Health Economics and Outcomes Research, Abbott.
9.10 Business Intelligence for KOL Operationalization
Inter-divisional consolidation and view on data
Well-directed design and application of scorings
Automatic segmentation and targeting of KOL
Time series in action
Arnim Jost, Vice President Region DACH, Cegedim Dendrite.
9.50 The Global Implications of Conflict of Interest in Medicine and Public Health - The Swine Flu Case
Conflict of interest as a systemic disease in global health care
Why it is not an individual problem
How conflict of interest drives health care expenditures
The need for it to be systematically addressed at different levels in health care and beyond
Angela Spelsberg, Acting Chief of the Working Group on Health, Transparency International.
10.30 Morning Coffee
11.00 Long-Term Relationship Development with KOLs
Aspects of product life-cycle management
Setting clear objectives
Alignment of KOL management across functional units
System vs. business processes: is IT the answer?
Gunnar Schroefel, Global Customer Relationship Excellence Manager, Bayer Schering Pharma.
11.40 Opinion Leader Strategy and its Role in New Pharma Marketing
The vital role that opinion leader strategy plays in modern pharmaceutical marketing
The roles of opinion leaders in the diffusion of innovation
Tailoring collaborations over time
Matching opinion leader aptitudes and interests to asset needs
Building a mutually advantageous relationship
Live action application of theory
Rob Barker, Managing Partner, The Central Group.
12.20 Networking Lunch
1.50 PANEL DISCUSSION: The role of key opinion leaders in early-stage drug development
Hans Joachim Hutt, Director, Scientific and Risk Management , Sanofi Pasteur MSD GmbH.
2.30 KOLs - An Agency Perspective
Managing KOL relationships via agencies
KOL profiling
KOLs and soft skills
Case studies
Marian East, Director, MedSense.
3.10 Chairman's Closing Remarks
3.20 Afternoon Tea and Close of Conference
