Sophisticated payer engagement is the only way to earn a seat at the table.

With an ever-increasing number of complex, game changing medicines coming to market, there has never been a more important time for effective engagement with both private and public payers. The pace of innovation is pushing payers’ budgets to the brink. In response, we are seeing aggressive tactics being implemented and greater demands for companies to demonstrate value for money in the form of demonstrable efficacy improvements, patient outcomes, value-based agreements, warranties, and price concessions. 

Investing in payer account management is arguably THE most important investment a company can make to realize commercial success. Having access to individuals capable of strategically interacting with key decision-makers, articulating and delivering the value proposition, and negotiating favorable formulary position can be the difference between success and failure. Without this capability, companies face the following challenges:

• Burdensome access barriers for patients and providers.
• Higher abandonment rates as patients fall through the cracks.
• Increased price concessions and gross-to-net pressure.

However, this can be overcome by deliberate focus in a few areas:

• Individuals with exceptional B2B skill sets.
• Robust account management excellence principles.
• Strong collaboration between medical and commercial teams.
• Incentives that balance alignment between payers’ needs and your company’s broader strategic and financial objectives.
• Streamlined decision-making processes.

Want to build and/or enhance your account management approach for sustainable commercial success? Reach out to us at info@a3access.com.