KOL access medical affairs AI in healthcare hybrid model MSL relationships

The Struggle With KOL Access in Todays World

by MSL Talk: Tom Caravela, Carsten Schnatwinkel, Jeanna Cooper
· The Carolan Group

Dec 10^th 2025
34 mins
E235

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Summary

Carsten Schnatwinkel and Jeanna Cooper join Tom Caravela to discuss the evolving landscape of KOL access in medical affairs. They address challenges in securing KOL access and the role of AI and digital tools in overcoming these barriers. The conversation explores the hybrid model's significance, the impact of virtual engagement on key performance indicators, and strategies for building strong KOL relationships. They also examine geographic and therapeutic variations, persistence and resilience strategies, and the importance of follow-up. The episode concludes with practical tips for increasing face time with KOLs and utilizing social media effectively.

Key Points

MSLs face significant challenges in gaining access to KOLs due to virtual preferences, increased digital resources, and the rise of telemedicine, making it crucial to maximize the value of in-person meetings and collaborate with cross-functional partners.
Virtual engagements offer convenience but lack the relationship-building benefits of face-to-face interactions, suggesting a hybrid model is essential for effective MSL-KOL interactions.
Demonstrating value through concise, impactful communication, thorough preparation, and proactive follow-up is critical for MSLs to establish and maintain strong relationships with KOLs, especially in a competitive and evolving healthcare landscape.