Client Challenge
The client needed a real-world evaluation of their healthcare professional relationships and perceptions to identify optimal strategies for engaging with key opinion leaders. Their objective was to develop and maintain long-term partnerships with influential experts across multiple disease areas in their pipeline, but lacked clear insights into how their current engagement approach was performing and where improvements could be made.
Our Approach
Pi Healthcare conducted interviews with KOLs from different market segments across each target county and disease area, engaging 10 in-country KOLs per market and an additional 15 global KOLs for each disease area. Using a structured questionnaire of 19 questions, we gathered detailed feedback on the client's engagement practices, relationship quality, and perceived value.
The interview results were systematically analysed and transformed into clear, actionable deliverables that highlighted both strengths and gaps in their current approach. Our team presented these findings to the client with specific recommendations for optimising their KOL engagement strategy and internal coordination.
Key Outcomes
The research uncovered two critical issues: the client was engaging repeatedly with the same limited set of KOLs, missing opportunities with other key experts in their markets, and internal teams lacked transparency around engagement activities, creating conflicting schedules and unclear prioritisation.
Armed with these insights, the client re-evaluated their engagement prioritisation framework and restructured their approach to cross-functional communications.
This strategic shift enabled the client to establish a stronger reputation among key opinion leaders, create clear internal communication pathways across teams, increase product sales, and ultimately deliver improved patient outcomes.
