Advanced Stakeholder Engagement: From KOLs to Ecosystems
Advanced stakeholder strategy for pharma
- Practical tools for mapping, segmenting and prioritising stakeholders
- Clear framework for outcome-oriented engagement planning
- Officially certified according to ISO 9001 and ISO 21001
Online-Seminar
From
1.590,00 €
plus VAT
Services & Process
Veranstaltung - 1.590,-€ zzgl. MwSt.
Die Teilnahmegebühr beinhaltet eine Dokumentation zum Download, ein Zertifikat, den Zugang zum Learning Space sowie technische Betreuung einschließlich PreMeeting.
Period:
Day 1: 09:00 am - 04:30 pm
Day 2: 09:00 am - 01:00 pm
Booking details
Online-Seminar
From
1.590,00 €
plus VAT
Services & Process
Veranstaltung - 1.590,-€ zzgl. MwSt.
Die Teilnahmegebühr beinhaltet eine Dokumentation zum Download, ein Zertifikat, den Zugang zum Learning Space sowie technische Betreuung einschließlich PreMeeting.
Period:
Day 1: 09:00 am - 04:30 pm
Day 2: 09:00 am - 01:00 pm
Advanced seminar for Medical Affairs professionals in pharmaceutical and biotech companies who want to move from traditional, KOL-centric work to a strategic ecosystem approach.
Your speakers
Dr. Maja Beilmann-Schramm
msl-excellence, GERMANY
Founder and CEO
She has been working in the pharmaceutical industry for over 24 years. Among other roles, she has held several leadership positions in Medical Affairs at…
Your speaker
Dr. Maja Beilmann-Schramm
msl-excellence, GERMANY
Founder and CEO
She has been working in the pharmaceutical industry for over 24 years. Among other roles, she has held several leadership positions in Medical Affairs at national, regional, and global levels. Until 2024, she served for many years as Director Global Field Medical Excellence & HCP Exchange at Merck before starting her career as a consultant, trainer, and coach.
Dr. Alex Palumbo
MEDSCION,
Hamburg, GERMANY
Founder and CEO
Dr Alex Palumbo is the founder and CEO of a consulting firm specializing in medical affairs for organizations in the healthcare and medical device…
Your speaker
Dr. Alex Palumbo
MEDSCION,
Hamburg, GERMANY
Founder and CEO
Dr Alex Palumbo is the founder and CEO of MEDSCION, a consulting firm specializing in medical affairs for organizations in the healthcare and medical device sectors. His areas of expertise include medical and scientific strategy, as well as communication, stakeholder engagement, field medical activities, and professional mentoring. Previously, he served as a Medical Science Liaison Manager at the regional, national, and global levels for various pharmaceutical companies.
Dr. Gaetano Pellitteri
Syneos Health Commercial Solutions, ITALY
Senior Director Medical Affairs Operations
Gaetano joined Syneos Health in 2021, and brings nearly 20 years of biopharma experience, specialising in Medical…
Your speaker
Dr. Gaetano Pellitteri
Syneos Health Commercial Solutions, ITALY
Senior Director Medical Affairs Operations
Gaetano joined Syneos Health in 2021, and brings nearly 20 years of biopharma experience, specialising in Medical Affairs, rare diseases, and launch support. He has extensive experience guiding MSL teams and cross-functional collaboration and holds a degree in Pharmaceutical Chemistry and Technology from the University of Palermo, along with advanced degrees in clinical research, public relations, and business.
Dr. Bernd Sehringer
Roche Pharma AG, Germany
Senior Business Compliance Manager
Your speaker
Dr. Bernd Sehringer
Roche Pharma AG, Germany
Senior Business Compliance Manager
What to Expect
- Stakeholder mapping, segmentation and prioritisation
- Designing engagement objectives, hypotheses and value propositions
- Engagement formats and long-term Medical Affairs plans
- Conflict management and difficult conversations in complex ecosystems
- Individual action planning aligned with ethical boundaries and compliance guardrails
Who Should Attend
This seminar is designed for experienced Medical Affairs professionals from pharmaceutical and biotech companies who are responsible for external stakeholder engagement and scientific collaboration.
Objective of the Event
Medical Affairs is moving beyond traditional, KOL-centric engagement. Today, value is created in complex stakeholder ecosystems that include HCPs, patient communities, payers, HTA bodies, policy makers, digital opinion leaders and data partners.
In this advanced seminar you will learn how to systematically map, segment and prioritise your stakeholder ecosystem and design engagement plans that are both scientifically sound and compliant with European regulations. Through case work you will translate concepts into your own daily practice.
Your Benefit
After this seminar, you will be better equipped to:
- Move from a KOL-centric view to a true stakeholder ecosystem perspective in Medical Affairs
- Map and segment stakeholders using clear criteria such as influence, interest, impact, alignment and connectivity
- Translate business and scientific goals into concrete engagement objectives
- Prepare and conduct difficult conversations with key stakeholders in complex, multi-stakeholder settings
- Navigate ethical boundaries and compliance guardrails for stakeholder engagement in Europe
- Define individual action steps and priorities for your own stakeholder ecosystem
Programme
Day 1: 09:00 am - 04:30 pm
Day 2: 09:00 am - 01:00 pm
Day 1
09:00
09:15
Dr. Gaetano Pellitteri
- The evolving role of Medical Affairs in Europe
- From single stakeholder to ecosystem: who really matters today and why
- HCPs and KOLs
- Patient advocacy and patient communities
- Payers, HTA bodies and policy stakeholders
- Digital opinion leaders and scientific influencers
- Registries, research networks and data partners
- Group exercise: visualising a stakeholder ecosystem for one example indication
10:45
11:00
Dr. Alex Palumbo
- Principles of stakeholder mapping: influence, interest, impact, alignment, connectivity
- Going beyond KOL lists: combining qualitative and quantitative insights
- Segmentation criteria for different stakeholder types
- Prioritisation matrix: where to invest time and resources
12:30
13:30
Dr. Gaetano Pellitteri
- From "activities" to "engagement outcomes": Instead of starting with "we need an advisory board" or "we should meet more KOLs", participants learn to define what they actually want to achieve (e.g. What should change in stakeholders' knowledge?)
- Examples of tailored value propositions for different stakeholder types
- Short case work: drafting engagement hypotheses for 2-3 key segments (e.g. KOLs, Patient Advocacy Groups, payers)
15:00
15:15
Dr. Gaetano Pellitteri
- Portfolio of Medical Affairs engagement formats:
- Advisory boards as one element in a broader journey
- Co creation projects with patient advocacy and HCPs
- Scientific steering committees and working groups
- How to connect formats into a 12-24 month engagement plan
16:30
Welcome and Introduction
09:15
From KOL centric to ecosystem thinking in Medical Affairs
From KOL centric to ecosystem thinking in Medical Affairs
Dr. Gaetano Pellitteri
- The evolving role of Medical Affairs in Europe
- From single stakeholder to ecosystem: who really matters today and why
- HCPs and KOLs
- Patient advocacy and patient communities
- Payers, HTA bodies and policy stakeholders
- Digital opinion leaders and scientific influencers
- Registries, research networks and data partners
- Group exercise: visualising a stakeholder ecosystem for one example indication
Break
11:00
Stakeholder mapping, segmentation and prioritisation
Stakeholder mapping, segmentation and prioritisation
Dr. Alex Palumbo
- Principles of stakeholder mapping: influence, interest, impact, alignment, connectivity
- Going beyond KOL lists: combining qualitative and quantitative insights
- Segmentation criteria for different stakeholder types
- Prioritisation matrix: where to invest time and resources
Lunch break
13:30
Designing engagement objectives and hypotheses
Designing engagement objectives and hypotheses
Dr. Gaetano Pellitteri
- From "activities" to "engagement outcomes": Instead of starting with "we need an advisory board" or "we should meet more KOLs", participants learn to define what they actually want to achieve (e.g. What should change in stakeholders' knowledge?)
- Examples of tailored value propositions for different stakeholder types
- Short case work: drafting engagement hypotheses for 2-3 key segments (e.g. KOLs, Patient Advocacy Groups, payers)
Break
15:15
Engagement formats and plans: from advisory boards to ecosystems
Engagement formats and plans: from advisory boards to ecosystems
Dr. Gaetano Pellitteri
- Portfolio of Medical Affairs engagement formats:
- Advisory boards as one element in a broader journey
- Co creation projects with patient advocacy and HCPs
- Scientific steering committees and working groups
- How to connect formats into a 12-24 month engagement plan
End of Day 1
Day 2
09:00
Dr. Maja Beilmann-Schramm
- Conflict scenarios in multi stakeholder ecosystems:
- Diverging expectations between Patient Advocacy Groups, payers, HCPs and internal functions
- Misaligned objectives between Medical Affairs and other internal stakeholders
- Key principles of constructive conflict management in Medical Affairs
- Role play or scenario based exercises:
- Preparing and conducting a difficult conversation with a key stakeholder
- Managing tension between scientific integrity and external expectations
10:30
10:45
Dr. Bernd Sehringer
- Core ethical principles for stakeholder engagement in Medical Affairs
- Typical compliance risk areas across stakeholder types (KOLs, Patient Advocacy Groups, payers)
- Do's and don'ts and red lines for European Medical Affairs practice
11:45
12:00
Dr. Alex Palumbo
- Translating workshop content into the participants' own reality
- Individual or small group work:
- One concrete stakeholder ecosystem to focus on
- 3-5 key priorities for the next 6-12 months
- First steps and internal stakeholders to engage
- Sharing and peer feedback
12:00
09:00
Conflict management and difficult stakeholder conversations
Conflict management and difficult stakeholder conversations
Dr. Maja Beilmann-Schramm
- Conflict scenarios in multi stakeholder ecosystems:
- Diverging expectations between Patient Advocacy Groups, payers, HCPs and internal functions
- Misaligned objectives between Medical Affairs and other internal stakeholders
- Key principles of constructive conflict management in Medical Affairs
- Role play or scenario based exercises:
- Preparing and conducting a difficult conversation with a key stakeholder
- Managing tension between scientific integrity and external expectations
Break
10:45
Ethical boundaries and compliance guardrails
Ethical boundaries and compliance guardrails
Dr. Bernd Sehringer
- Core ethical principles for stakeholder engagement in Medical Affairs
- Typical compliance risk areas across stakeholder types (KOLs, Patient Advocacy Groups, payers)
- Do's and don'ts and red lines for European Medical Affairs practice
Break
12:00
Integration and individual action planning
Integration and individual action planning
Dr. Alex Palumbo
- Translating workshop content into the participants' own reality
- Individual or small group work:
- One concrete stakeholder ecosystem to focus on
- 3-5 key priorities for the next 6-12 months
- First steps and internal stakeholders to engage
- Sharing and peer feedback
End of the Day
Weitere Informationen
Technical requirements
You need a reliable Internet connection to take part in our online events. To have the best possible learning experience, we recommend that you use the latest version of the Microsoft Edge or Google Chrome browsers. You will need a headset, loudspeaker or telephone to play the audio. Further information is available here. Please check beforehand that your microphone or headset and camera are working properly. Do not access our services from a VPN since there are issues with the audio over such connections.
We have integrated Zoom video conferencing software into our Learning Space for our online training courses. If you are not authorised to use Zoom, please get in touch with us so we can make alternative arrangements for you to take part in our online training.
Access to and procedure for online events
Once you have registered for an event, we will send you the access information for your customer portal. Click here to log in to the customer portal using your email address and password. Please ensure you can access the customer portal before the day of the event.
All important or additional information and personal documents are available in your personalised customer portal. This is also where you start your online courses. If you do not have access to the customer portal yet, you can easily register here.
On the day of the event, you kick off your online training in the customer portal by clicking ‘Participate’ directly in the respective event. You will then be redirected to the Learning Space.
Learn more about our online events here.
Free pre-meeting and technology check
You can attend one of our pre-meetings and explore our Learning Space free of charge. Registration is not required. You can find available dates for a pre-meeting in your customer portal. Click the green ‘Participate’ button in the pre-meeting in the customer portal and you will be redirected to the Learning Space.
The pre-meeting gives you the opportunity to explore our Learning Space and to familiarise yourself with the technology to start off your online training on the right foot. This is a non-binding offer for all our customers and not a prerequisite for participation. If a pre-meeting date does not suit you but you would still like a technology check, please contact us.
Our Recommendations
Further Information
Your Contact Person
We are happy to advise you personally and individually.
Leila Dörfler
Team Leader
+49 6221 500-695
l.doerfler@forum-institut.de