Impact by Design
Building a Medical Affairs culture obsessed with measurable change in patient care.
From impact talk to impact habits — with Troels Sørensen and Scott Thompson.
- How to define and quantify meaningful care gaps
- Translate care gaps into TPOs and stakeholder indicators
- Set impact-focused goals without fear or bureaucracy
- Build the scaffolding that turns methodology into adoption
Save Your Spot
Seats are limited — register today.
Can't make it live? Register anyway — we'll send the recording.
Patient Journeys Live on the
Bookshelf — Not in the Plan.
Many Medical Affairs teams talk about impact, but day-to-day work still centers on activity metrics, materials, and events. Patient journeys and care gap analyses may exist — but too often they're referenced in slides rather than used to change how people set goals, plan, and decide what to do next.
"How much did we do?"
"How many touches did we make?"
"How many materials did we ship?"
Sounds familiar?
The better question is "how much did we change what happens to patients?" and answering it requires a different operating model.
This session is for leaders who want Medical Affairs to be judged by visible, measurable change in patient care, using a practical Care Gaps and Target Population Output (TPO) methodology to rewire goals, conversations, and decisions.
From impact talk to impact habits without creating fear or bureaucracy.
Four Conversations That Move Medical
Affairs From Activity to Impact
Real-world examples of how Medical Affairs leaders are rewiring goals, conversations, and decisions around measurable patient impact.
Care Gaps and TPOs in Plain English
Best-practice care, care gaps, Target Population Outputs, and logic models — the shared language behind a quantified journey of care, and why a TPO is the rung that connects what we do to what patients actually experience.
Practical Implementation in Real Organizations
How to apply the methodology where activity still dominates: landscape analysis, care-gap logic workshops, validation and quantification with the data, and prioritization with clear targets over 12, 24, and 36 months.
The Scaffolding That Drives Adoption
Roles and responsibilities, processes, goals, reward systems, and communications — the five pillars that decide whether a methodology becomes the way the organization works or another deck on the bookshelf.
Impact-Focused Goals Without Fear
How leaders set and use impact-focused goals without creating fear or bureaucracy, and the simple routines that keep patient outcomes at the centre of planning, coaching, and daily decisions.
Move Medical Affairs From Impact Talk to Impact Habits.
Methodology is roughly 20% of the work. The other 80% is adoption, culture, and routines.
Save My Seat
A Medical Affairs Leader and a
Culture-and-Operating-Model Strategist
Walk Leaders Through What Actually Works
Troels brings the practical backbone of the Care Gaps and TPO methodology. Scott brings the implementation and culture lens that turns it into the way teams plan, coach, and decide.
Troels Sørensen
Troels is a leading voice in applying Target Population Output (TPO) and Care Gaps methodology to real-world patient journeys. He has worked across therapy areas to move organizations beyond activity metrics — using quantified journeys of care, logic models, and TPOs to make it clear when health-system interventions are, and are not, changing what happens to patients.
Scott Thompson
Scott has spent his career at the intersection of Medical Affairs strategy, technology, and field medical operations. He's watched the industry evolve from paper-based KOL management to AI-powered engagement platforms — and he's not sugarcoating what comes next.
Methodology Is 20% — Scaffolding Is 80%
Troels brings the practical backbone of Care Gaps and TPOs: how to define and quantify meaningful care gaps, translate them into TPOs and stakeholder indicators, and set targets leaders can actually manage against.
Scott brings the implementation and culture lens: how leaders take Care Gaps and TPO concepts off the virtual bookshelf and embed them into planning, governance, coaching, and daily decision-making.
Together, they show how Medical Affairs teams are shifting conversations away from activity volume and toward measurable movement in patient care — building simple routines that keep patient outcomes at the centre.
"Mindset, not just metrics."
The Scaffolding That Makes Impact Stick:
- Roles and responsibilities aligned to the new way of working — from SVP to MSL
- Processes that put care gaps and TPOs into planning, reviews, and coaching
- Goals expressed as movement on TPOs over 12, 24, and 36 months
- Reward systems and communications that reinforce impact, not activity volume
Four Things You'll Take With You
A Shared Language for Impact
Care gaps, TPOs, logic models, and the quantified journey of care — the vocabulary leaders use to talk about patient impact precisely.
A Four-Step Implementation Pattern
Landscape analysis, care-gap logic workshops, validation and quantification, and prioritization with clear goals over 12, 24, and 36 months.
A Scaffolding Checklist
The five pillars — roles, processes, goals, reward systems, communications — you need aligned for the methodology to actually take hold.
Patterns You Can Use Next Week
Concrete moves to take into your next planning conversation, performance target setting, or coaching cycle — without creating fear or bureaucracy.
Will Patient Impact Be the Habit Your Team Is Known For?
If you're serious about moving from impact talk to impact habits in Medical Affairs,
this webinar is designed for you.
Live session with Q&A. Registrants also receive a short pre-watch overview video.