What is this event about?



About the conference

Following the successes of our previous KOL conferences in London, Munich and Stockholm over the past three years, SAE Media Group are proud to present the latest event in our KOL Management Portfolio - KOL: Knowledge Leader Partnerships.

Taking place in London, UK, this conference will look at the interaction between key academics/physicians and industry as a vital part of any marketing strategy to commercialise a new drug.

The identification and management of such key opinion leaders can be both challenging and rewarding for all involved.  With controversy surrounding these interactions, the conference aims to focus on getting the relationship right between industry and academia.  With leading opinion leaders giving their perspective alongside discussions from those in industry tasked with forging these relationships, this conference is a must attend event.

Allowing for plenty of discussion within the programme this conference is unique in providing an ideal platform to obtain the building blocks needed for successful KOL interactions, whilst offering networking opportunities throughout the day.

Help to dispel some of the myths that blight the public perception of these relationships by participating in healthy debate and discussion about the way to move forward with these essential exchanges.

Why not attend the associated workshops as well?

Associated with the conference there will be two half-day workshops taking place on 28th September

  • Morning - Putting the Strategy into Opinion Leadership - Hosted by Rob Barker, Managing Partner, The Central Group
  • Afternoon - KOLs - From Identification to Management - Hosted by Anja Frommelt, KOL Management Project Consultant, Bayer Schering Pharma

Led by leaders in their field, these workshops are an excellent opportunity to explore in a more intimate and interactive setting issues which will be discussed at the conference. Subjects covered include KOL identification and ranking, opinion leader management, opinion leader strategy, segmentation, assessing spheres of influence and creating the opinion leader plan. To see more information about the workshops, please see the opinion leader workshops page.

Keen to see the detailed programme?  Click here.

Want to download the brochure?  Click here.

Register for the event here!

Group discounts available - click here


Fancy speaking at the conference?  Do you know of anyone who may be interested in speaking?  We are always on the look-out for new speakers for our upcoming conferences.  Let us know - contact the Conference Producer.


 Why should you attend this event?

What you will learn about

  • Recruitment: how to identify, approach and recruit a KOL or external expert to best suit your business needs, including discussion on fair market value
  • Transparency: regulating KOL-industry relationships, payment structures and strategies, involvement in pricing and reimbursement issues and a mass media perspective
  • Management: new approaches to stakeholder management, advocacy development, national and international differences, and KOLs in emerging markets
  • Future: KOLs and KOL management in the future - who, how and when
 KOL 2
 KOL 3

How you will benefit

Hear from some of the leading experts in identifying, approaching, managing and developing KOLs

Learn the values of different KOL management strategies

Discover the best ways to manage the industry-KOL relationship in the long term

Network with KOLs, industry leaders and medical communication agencies

Getting involved in the debate

There will be a series of interactive debates across both days of the conference - a chance for delegates to get involved in the discussions and to ask any questions.  KOLs and their industry partnerships can be controversial, and getting the most out of such a relationship for both sides can be a difficult balance to strike.

Speakers at the conference, and other industry experts will appear on the panel to give their views, allowing plenty of discussion between the panellists and involving questions from delegates.

Debate topics for the conference:

Weighing the options in choosing your KOL

Should industry use KOLs who do not have a direct involvement in the product development?

Employing KOLs through agencies - the arms length approach

Practical tips for working on common KOL projects

Who should attend this event?

Chief Executives, Vice Presidents, Heads, Directors, and Project Leaders of

  • KOL Management
  • KOL Relationships
  • Key Opinion Management
  • Medical Affairs
  • Medical Communications
  • External Stakeholder Management
  • Programme/Product/Brand Management
  • Medical Education
  • Medical Science Liaisons
  • Speaker Bureau/Programme
  • Marketing
  • Professional Education
  • Scientific Affairs

Delegates at our previous London-based KOL management conferences came from across the world

Graph of delegate countries

Conference programme

8:30 Registration and coffee

9:00 Chairman's opening remarks

Isaac Batley

Isaac Batley, Joint Founder and CEO, iS Health Group

9:10 Creating value from networks - A new approach towards integrated stakeholder management

  • Why the integrated perspective changes the game
  • How you can benefit along the product lifecycle
  • How our clients create value from networks
  • Kilian Weiß

    Kilian Weiß, Member of the Board, Mederi AG

    Sebastian Weiß

    Sebastian Weiß, Head of Consulting, Mederi AG

    9:50 KOL management tools: more pain than pleasure

    Sanjay Singhvi

    Sanjay Singhvi, Director, System Analytic

  • Great in theory, but why so many failures in practice?
  • Sharing the burden of tracking and compliance: with agencies and KOLs themselves
  • New tools/models to address transparency/regulatory issues
  • 10:30 Morning coffee


  • Objectivity factors
  • Recruitment options
  • Is length of project a determining factor?
  • Philippe Fonjallaz

    Philippe Fonjallaz, KOL Collaborations, Merck Serono

    Christian Schweiger

    Christian Schweiger , Managing Director, Tachris AG

    11:40 Stakeholder management - the holistic approach

    Christian Schweiger

    Christian Schweiger , Managing Director, Tachris AG

  • Integrated stakeholder management is more than KOL management
  • Definition and scope of SHM
  • The high importance of Professional Associations and challenges of co-operating with Patient Associations
  • Fostering your scientific credibility - how to establish contacts and long-term partnerships
  • Examples of co-operation with European Society of Cardiology, Pulmonary Vascular Research Institute and Federation of Scleroderma Associations
  • 12:20 Networking lunch

    13:50 KOL - Partnership development

    Gunnar Schröfel

    Gunnar Schröfel, Global Customer Relationship Excellence Expert, Bayer Schering Pharma

  • Objective-driven approach to initiate partnership with KOLs
  • Internal alignment of KOL co-operations across functions in an international organisation
  • Streamlining internal communication in the course of the partnership
  • Organisational implications
  • 14:30 'If you can say which corn will grow and which will not': A German healthcare futurist's view on pricing and reimbursement issues - what the Zeitgeist tries to tell us

    Tobias Gantner

    Tobias Gantner, Head Health Economics and Outcomes Research, Novartis Pharmaceuticals, Germany

  • Tectum cum proximum ardet: Global and local health political trends and issues
  • SHIs and governments as decision makers and distinctive players
  • Tempora mutantur: From share of voice via sales force to political guidance via HTA
  • Felix qui potest rerum cognoscere causas: The new KOL - from trusted partner to data trustree
  • "I fought the law...": Value Dossiers - tools of rational rationing and reasoning
  • Contracts and OR (outcomes research): methods, models and markets - not necessarily the same thing
  • Bene docet qui bene distiguit: Get involved in shaping your own future
  • The geophilosophic continental drift: Why KOLs do have their endemic zone
  • The unknown KOL: The educated citizen and the path to enlightnment
  • Broken states and broken myths: pharma responsibility and credibility of innovations in sight of overall national economics
  • 15:10 Afternoon tea

    15:40 Who are the KOLs of the future?

    Amanda Smith

    Amanda Smith, Global Head, Caudex Medical

  • What's wrong with the current KOL model?
  • What has changed?
  • How far should the definition of KOL change?
  • 16:20 PANEL DEBATE

  • Direct product involvement vs. therapeutic area knowledge
  • Increasing independence without sacrificing knowledge and reputation
  • Does public perception matter?
  • Amanda Smith

    Amanda Smith, Global Head, Caudex Medical

    Tobias Gantner

    Tobias Gantner, Head Health Economics and Outcomes Research, Novartis Pharmaceuticals, Germany

    17:00 Chairman’s closing remarks and close of day one

    8:30 Re-registration and coffee

    9:00 Chairman's opening remarks

    Nick Broughton

    Nick Broughton, Managing Director, pharmaceuticalethics.com

    9:10 Managing KOLs in CEE

    Ales Kminek

    Ales Kminek, Medical Marketing Director, AstraZeneca

  • KOLs in CEE and EU 15: similarities and differences
  • Optimal approach to KOLs: international or national?
  • Measurement of success/failure in KOL relations
  • 9:50 Who should be a KOL?

    Isaac Batley

    Isaac Batley, Joint Founder and CEO, iS Health Group

  • Move from only 'prescribers' being KOLs
  • Benefits of using other health and medical workers
  • Where should the broadening definition of KOL stop?
  • 10:30 Morning coffee

    11:00 PANEL DEBATE

  • Does having an intermediary between KOL and industry add to trust?
  • Is the split large enough to matter?
  • Who really benefits from the arrangement?
  • Isaac Batley

    Isaac Batley, Joint Founder and CEO, iS Health Group

    Philippe Fonjallaz

    Philippe Fonjallaz, KOL Collaborations, Merck Serono

    Ales Kminek

    Ales Kminek, Medical Marketing Director, AstraZeneca

    11:40 Are KOLs good for healthcare?

    Fiona Godlee

    Fiona Godlee, Editor in Chief, BMJ

  • Impact of relationships on science and healthcare
  • Can straight marketing work?
  • Is there a need for doctors to be involved with industry?
  • 12:20 Networking lunch

    13:50 National differences in a global industry

    Alan Morris

    Alan Morris, Head of Client Services, Complete Medical Group

  • National and regional differences: regulation, culture and usual practice
  • Global and local KOLs
  • Practical implications

    A panel made up of some of the speakers from both days of the conference will offer their expertise to give delegates advice on how is best to plan, implement and develop a KOL project and relationship

    Tobias Gantner

    Tobias Gantner, Head Health Economics and Outcomes Research, Novartis Pharmaceuticals, Germany

    Alan Morris

    Alan Morris, Head of Client Services, Complete Medical Group

    Philippe Fonjallaz

    Philippe Fonjallaz, KOL Collaborations, Merck Serono

    15:10 Afternoon tea

    15:40 Regulation of KOL-industry relationships

    Nick Broughton

    Nick Broughton, Managing Director, pharmaceuticalethics.com

  • The ABPI code
  • Do current regulations benefit pharma too much?
  • Should regulators get involved?
  • What changes would aid transparency
  • 16:20 Payment strategies and structures for KOLs

    Robert Nauman

    Robert Nauman, Principal, BioPharma Advisors

  • What represents 'fair market value' for payment of KOLs?
  • Determining individual influence
  • What is too much?
  • 17:00 Chairman’s closing remarks and close of conference



    Putting the Strategy into Opinion Leadership

    Putting the Strategy into Opinion Leadership

    Copthorne Tara Hotel
    28th September 2010
    London, United Kingdom

    KOLs - From Identification to Management

    KOLs - From Identification to Management

    Copthorne Tara Hotel
    28th September 2010
    London, United Kingdom

    Copthorne Tara Hotel

    Scarsdale Place
    London W8 5SR
    United Kingdom

    Copthorne Tara Hotel

    The Copthorne Tara Hotel London Kensington is an elegant contemporary four-star hotel in prestigious Kensington, located just a two minutes walk from High Street Kensington underground station, making exploring easy. The hotel offers well-appointed and comfortable guest rooms combining Standard, Superior and Club accommodation. Club rooms offer iconic views over the city and include Club Lounge access for complimentary breakfast and refreshments. Guests can sample the authentic Singaporean, Malaysian and Chinese cuisine at Bugis Street, traditional pub fare at the Brasserie Restaurant & Bar or relax with a delicious drink at West8 Cocktail Lounge & Bar.

    The Copthorne Tara Hotel boasts 745 square meters of flexible meeting space, consisting of the Shannon Suite and the Liffey Suite, ideal for hosting conferences, weddings and social events. Facilities include access to the business centre 24 hours a day, fully equipped fitness room, gift shop, theatre desk and Bureau de Change. With ample onsite parking outside the London congestion charge zone and excellent transport links via Heathrow Airport, the hotel is the perfect location for business or leisure stays. The hotel is within close proximity to the shops of High Street Kensington, Knightsbridge and Westfield London, Olympia Conference Centre, Royal Albert Hall, Kensington Palace and Hyde Park.



    speaker image






    CPD stands for Continuing Professional Development’. It is essentially a philosophy, which maintains that in order to be effective, learning should be organised and structured. The most common definition is:

    ‘A commitment to structured skills and knowledge enhancement for Personal or Professional competence’

    CPD is a common requirement of individual membership with professional bodies and Institutes. Increasingly, employers also expect their staff to undertake regular CPD activities.

    Undertaken over a period of time, CPD ensures that educational qualifications do not become obsolete, and allows for best practice and professional standards to be upheld.

    CPD can be undertaken through a variety of learning activities including instructor led training courses, seminars and conferences, e:learning modules or structured reading.


    There are approximately 470 institutes in the UK across all industry sectors, with a collective membership of circa 4 million professionals, and they all expect their members to undertake CPD.

    For some institutes undertaking CPD is mandatory e.g. accountancy and law, and linked to a licence to practice, for others it’s obligatory. By ensuring that their members undertake CPD, the professional bodies seek to ensure that professional standards, legislative awareness and ethical practices are maintained.

    CPD Schemes often run over the period of a year and the institutes generally provide online tools for their members to record and reflect on their CPD activities.


    Professional bodies and Institutes CPD schemes are either structured as ‘Input’ or ‘Output’ based.

    ‘Input’ based schemes list a precise number of CPD hours that individuals must achieve within a given time period. These schemes can also use different ‘currencies’ such as points, merits, units or credits, where an individual must accumulate the number required. These currencies are usually based on time i.e. 1 CPD point = 1 hour of learning.

    ‘Output’ based schemes are learner centred. They require individuals to set learning goals that align to professional competencies, or personal development objectives. These schemes also list different ways to achieve the learning goals e.g. training courses, seminars or e:learning, which enables an individual to complete their CPD through their preferred mode of learning.

    The majority of Input and Output based schemes actively encourage individuals to seek appropriate CPD activities independently.

    As a formal provider of CPD certified activities, SAE Media Group can provide an indication of the learning benefit gained and the typical completion. However, it is ultimately the responsibility of the delegate to evaluate their learning, and record it correctly in line with their professional body’s or employers requirements.


    Increasingly, international and emerging markets are ‘professionalising’ their workforces and looking to the UK to benchmark educational standards. The undertaking of CPD is now increasingly expected of any individual employed within today’s global marketplace.

    CPD Certificates

    We can provide a certificate for all our accredited events. To request a CPD certificate for a conference , workshop, master classes you have attended please email events@saemediagroup.com

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