While the idea of building and fostering relationships with Key Opinion Leaders (KOLs) and Healthcare Providers (HCPs) sounds like it would be easy breezy. It goes without saying that there are many governing rules and policies surrounding an engagement with an HCP. This blog will highlight some of the Do’s and Don’ts of interacting with HCPs; however, if you are a Medical Affairs professional or striving to be one, it might be in your best interest to read the PhRMA code here.

What you CAN DO during your KOL meeting

• Do research the Key Opinion Leader’s interests, recent publications, and have a great understanding of his or her involvement with the company, especially if you are meeting with this HCP for the first time. Taking an interest in the Key Opinion Leader’s professional life will not only help you build a rapport, but it can also guide a more targeted discussion.

• Do ask probing questions, and make sure they are open ended questions that may provide clarifying and valuable answers. There’s no need to be nervous to ask “well, tell me more …” or “help me understand …” These probing questions will truly help uncover information about trends and unmet gaps.

• Do compliantly communicate data clearly and concisely. Understand the publication plan for your product(s) and understand the findings and its implications for the patients. Think of ways to navigate the conversation to these articles or resources and what probing questions you’ll consider pausing and asking. 

• Do follow up, follow up, follow up! … can you tell how important following up is? Well, it's EXTREMELY important. To continue being a valuable asset and being viewed as a trusted partner, make sure to follow up on any requests or concerns brought up during the meeting.

What you CAN'T DO during your KOL meeting

• Don’t over promise and underdeliver. Making a promise you can’t keep (e.g. involvement in a trial, or participation in advisory board) might hinder not only the relationship a KOL has with you but with the company as whole. 

• Don’t proactively share data that was not requested, mainly because you will be non-compliant, but also the Key Opinion Leader may feel like you are neglecting their needs and only trying to meet your own. 

• Don’t provide gifts, samples, or even articles. In accordance with The Sunshine Act and anti-kickback statutes, medical affairs professionals cannot leave behind anything that would be considered to have value without reporting it. If a KOL requests an article sent to him, an MSL would then need to either send a link to the article if publicly available or request that medical information send the requested publications (as they are responsible for documenting its value).

All of these and other rules of engagement for meeting with key opinion leaders and HCPs can be found in the Board Certified Medical Affairs Specialist (BCMAS) curriculum. To learn more about the program, click here.