Fireside Chat: Who Owns the HCP? Aligning Cross-Functional Teams Around the KOL Relationship

Session details:

With Medical Affairs increasingly positioned as the trusted partner to HCPs, internal friction can emerge as Sales, Clinical, Access, and other teams also seek to "own" the customer relationship. This panel will explore how to move from competition to collaboration through strategic influence, clearly defined roles, and a coordinated KOL approach. Learn how top teams are breaking silos and building aligned stakeholder engagement strategies that elevate the value of Medical Affairs across the organization. 

• Understand how role ambiguity around HCP engagement creates internal friction and undermines Medical Affairs’ strategic influence. 
• Learn how organizations can create a unified, cross-functional KOL engagement model to drive consistency and shared outcomes. 
• Hear practical strategies from Medical Affairs leaders on how to use strategic influence—not authority—to align internal stakeholders around a common purpose.