Compliance professionals across the life sciences industry are grappling with a familiar set of challenges alongside a growing list of new concerns. From fair market value (FMV) complexities to the increasing prominence of nontraditional stakeholders, the questions being asked today reflect an ever-changing compliance environment. At recent conferences in both Europe and the U.S., Cutting Edge Information (CEI) had the opportunity to listen, engage, and facilitate discussions that surveyed what compliance teams are most concerned about right now.

 

European Perspectives from HETHICO

CEI was excited to return to Brussels for another enriching experience with pharmaceutical and medical device companies from across Europe at HETHICO, an annual event held in Brussels, Belgium during the fall season. Once again, the HETHICO planning team, EFPIA, and MedTech Europe organized a well-attended conference that brought together a broad spectrum of compliance stakeholders, fostering thoughtful conversation and meaningful knowledge-sharing.

A particular highlight was the series of roundtable discussions on key compliance topics. Spanning three sessions and eleven tables, these informal gatherings gave attendees the opportunity to discuss a wide variety of challenges. Cutting Edge Information CEO, Eric Bolesh, led sessions on FMV that generated robust dialogue around both long-standing and emerging FMV issues.

Several recurring themes quickly emerged. Participants raised questions around healthcare professional (HCP) travel and cross-border engagements, how best to apply FMV principles consistently on a global scale, and how to manage exceptions when HCPs may warrant compensation above standard FMV rates. Exceptions processes, governance, and documentation remain areas of significant focus for compliance teams striving to balance practicality with regulatory expectations.

Additional conversations centered on navigating government and industry regulations, engaging with less common healthcare stakeholders, and compensating social media influencers. Attendees frequently cited the additional effort required to identify, assess, and appropriately value the services of these parties that do not fit neatly into established HCP or traditional non-HCP tiering frameworks. Valuing social media influencers can be especially challenging given the non-conventional and often highly customized activities they may be contracted to perform.

 

U.S. Perspectives from the 26^th Annual Pharmaceutical and Medical Device Ethics and Compliance Congress (Pharma Congress)

These same uncertainties — particularly around influencer engagement and HCP travel policies — also featured prominently at Pharma Congress in Washington, D.C. With contributions from PCF and Global Healthcare Life Sciences, the 2025 Pharma Congress was a robust forum for U.S.-focused compliance professionals.

These topics came into sharp focus during a dedicated FMV panel, where a group of experienced compliance leaders joined Eric Bolesh for a wide-ranging discussion. Senior compliance representatives from Bausch + Lomb, Incyte, and Sun Pharma all spoke to the evolving role of influencers in fee-for-service arrangements and what that evolution means for life sciences companies seeking to remain compliant while adapting to new engagement models.

Panelists shared anecdotes and engaged with audience questions on several other topics of interest. These topics included managing rate pushback, tiering (especially non-MDs such as NPs and PAs, and non-clinicians such as patients, payers, and executives), constructing full engagement fees, and consistently applying FMV practices around the globe.

Across both continents, one message was clear: compliance professionals are actively seeking practical, defensible approaches to FMV and stakeholder engagement. These conversations underscore the importance of continued collaboration, shared learning, and forward-looking compliance strategies.

As we look toward the future, we encourage you to check your calendar and plan to join Cutting Edge Information at key upcoming industry events, including the 2026 Speaker Programs Summit (March 2-4) and the Pharmaceutical Compliance Congress (April 27-29), to continue the compliance conversation.