Day 3: Wednesday, March 4, 2026Wednesday, 4 March 2026 - ET (Eastern Time, GMT-05:00)

Ask your burning questions to an executive sales representatives from major organizations:

• How to foster open communication and learning between sales team and compliance, operations and marketing
• What challenges are reps facing and what they wish you knew
• Time involved from start to finish in planning a live program, size of territory traveled in a car, finding compliant ways to recruit

Harness the power of CMS Open Payments data and industry analytics to transform how speaker programs are planned, benchmarked, and defended. This session will showcase how a top-tier pharmaceutical company is using data to identify outlier risks, justify spend decisions, and optimize engagement strategy across therapeutic areas.

• Use CMS Open Payments and internal datasets to assess speaker spend, engagement frequency, and program scale relative to peers
• Apply therapeutic area–specific insights to refine speaker selection, geographic targeting, and frequency for maximum compliance and impact
• Build audit-ready documentation supported by benchmark data to show regulatory alignment and mitigate reputational risk
• Move beyond compliance to uncover strategic opportunities in speaker engagement that improve efficiency and market positioning

• Dive into the key expectations of KOLs regarding travel, experience, reimbursement, and the perceived value of their time
• Success and Challenges: Explore what has been effective and what hasn't in managing HCP schedules and commitments, including timelines, logistics, training, and documentation
• Uncover the non-monetary motivations driving HCP participation in speaker programs and how these can be leveraged to foster engagement
• Discuss best practices for aligning speaker program design with KOL preferences to improve satisfaction and program effectiveness

• Effective strategies for choosing and evaluating restaurant venues for your events
• Key trends in restaurant contracting, including managing charges and addressing unmet minimums
• Analyzing whether your company is overpaying for restaurant events and how to optimize costs
• Challenges in not serving alcohol and offering semi-private rooms

Hear from an MSL on SOPs in speaker programs, how to best collaborate on content development, resonance with audience, compliance safeguards and more.

• How can you better engage and utilize your MSL?
• Rules of engagement between MSLs and KOLs, MSLs and sales reps
• How to amplify your MSLs voice in review and other touchpoints your MSL should be consulting on
• Learn strategies for creating seamless communication channels between marketing, medical affairs, legal and regulatory teams that accelerate content development while maintaining compliance
• Ask your burning questions and find a new way forward together