Preparing Your First Meeting with External Experts (EE) / Key Opinion Leader (KOL)
Effective interactions with external experts are crucial. This presentation will guide you through the steps to prepare for your first KOL meeting.
DA
by Dr. Bernadette Awankem
Expert Engagement
Engage with experts to gain valuable insights, validate your assumptions, and strengthen your understanding of a specific topic.
External Experts (EE)
Professionals with specialized knowledge in a particular area.
Key Opinion Leaders (KOL)
Influential figures in their respective fields, recognized for their expertise and insights.
Step-by-Step Preparation
1
Set Goals
Define what you want to achieve from the meeting.
2
Establish Performance Criteria
Determine how you'll measure success.
3
Analyze Expert's Profile
Research the EE's / KOL's background and expertise.
Continuing the Preparation Process
1
Understand Expectations
Consider both official and personal wishes of the EE / KOL.
2
Identify Benefits
Prepare solutions you can offer.
3
Highlight Uniqueness
Explain why you and your company stand out.
Finalizing Your Preparation
1
Validate Statements
Gather evidence to support your claims.
2
Plan Action Steps
Decide what you want the EE/KOL to do.
3
Craft Core Messages
Develop three key points to communicate.
Analyzing the Expert's Profile
Business Platforms
Check XING, LinkedIn, Monocl, and Veeva Link for professional information.
Academic Research
Use Google Scholar to find the EE's / KOL's publications and research interests.
Attention-Grabbing Opening
Prepare a statement based on your research to start the conversation.
Crafting Your Opening Statement
Show Preparation
Mention your pre-meeting research to demonstrate interest and effort.
Highlight Discovery
Reference a specific finding about the KOL's work or achievements.
Engage Interest
Use your discovery to spark a meaningful conversation.
Analyzing Your Text
Key Elements
- Entry statement
- Customer orientation
- Directness of statements
- Visibility of benefits
Important Considerations
- Desired questions
- Call to action
- Closing statement
Active Listening: 2 Ears, 1 Mouth
Listen More
Focus on understanding the EE's / KOL's perspective and needs.
Speak Less
Provide concise, relevant information when it's your turn to speak.
Balance
Aim for a 2:1 ratio of listening to speaking during the meeting.
Meeting Execution Tips
1
Start Strong
Begin with your prepared opening statement to engage the KOL.
2
Stay Focused
Keep the conversation aligned with your prepared goals and messages.
3
Adapt
Be flexible and responsive to the KOL's interests and concerns.
4
Conclude Effectively
End with a clear call to action and next steps.
Post-Meeting Actions
Follow Up
Send a thank-you note with meeting highlights.
Analyze
Review the meeting's outcomes against your goals.
Plan Next Steps
Outline actions based on the meeting's results.
Continuous Improvement
Reflect
Consider what went well and what could be improved.
Seek Feedback
Ask colleagues or mentors for input on your approach.
Refine Process
Update your preparation strategy for future EE/KOL meetings.
Follow these steps after each EE/KOL meeting to continuously enhance your approach and results.
Post-Meeting Actions
A strong follow-up strengthens relationships and reinforces the meeting's value.
1
Thank You Note
Express gratitude for the EE's / KOL's time and insights.
2
Meeting Highlights
Summarize key takeaways and points of agreement.
3
Next Steps
Outline action items and timelines for follow-up.