Evolve Your Market Access Mindset

Market Access Mindset

Contracting Strategy:  An Essential Link in Pricing, Access, and Commercial Growth

As a follow-on to “Is Your Access Strategy Aligned?” and “Pricing Can’t Be Set in a Vacuum” (in the notes section below) we now focus on contracting. Effective contracting translates strategy into access and optimizes net revenue. Contracting can span payers, providers, and channel partners. To ensure access, reimbursement, and compliance, manufacturers must integrate this strategy […]

Market Access Mindset

Pricing Can’t Be Set in a Vacuum

As a follow-on to our blog, “Is Your Access Strategy Aligned?”, we now focus on one of the most critical—but often siloed—elements of BioPharma commercialization: Pricing. Many companies determine their new medicine’s price by doing a typical analog analysis whereby the price is anchored to the relative perceived value of the new medicine vs other […]

Market Access Mindset

𝐈𝐒 𝐘𝐎𝐔𝐑 𝐀𝐂𝐂𝐄𝐒𝐒 𝐒𝐓𝐑𝐀𝐓𝐄𝐆𝐘 𝐀𝐋𝐈𝐆𝐍𝐄𝐃?

As a follow on to our recent blog series on Pricing, we will now focus a series on the critical importance of having an integrated Pricing, Contracting and Channel strategy (“PCC”). In pharmaceutical commercialization, the Value Proposition serves as the foundation for all PCC decisions. It defines the clinical and economic benefits of a therapy […]

Market Access Mindset

𝐓𝐡𝐞 𝐂𝐫𝐢𝐭𝐢𝐜𝐚𝐥 𝐑𝐨𝐥𝐞 𝐨𝐟 𝐌𝐚𝐫𝐤𝐞𝐭 𝐀𝐜𝐜𝐞𝐬𝐬 𝐀𝐬𝐬𝐞𝐬𝐬𝐦𝐞𝐧𝐭 𝐢𝐧 𝐁𝐢𝐨𝐏𝐡𝐚𝐫𝐦𝐚 𝐈𝐧𝐯𝐞𝐬𝐭𝐦𝐞𝐧𝐭𝐬

Investing in a new medication or therapeutic area often focuses heavily on scientific evaluation—assessing efficacy, safety, and innovation. While these are critical, so is a rigorous market access assessment. Failing to focus on this imperative can undermine even the most promising scientific innovations. To succeed, manufacturers and investors must consider upfront how a therapy will overcome […]

Market Access Mindset

Market Access Mindset: Let’s talk about price.

Effectively communicating the price of a new medicine is as critical as determining the price itself. Transparent communication ensures that all stakeholders understand how the price aligns with the total value proposition. Doing this well allows your organization to focus your time and energy on what matters most, the benefits the medicine delivers to patients. […]

Market Access Mindset

Are you taking the right steps in pricing your medicine(s)?

Pricing plays a crucial role in the success of every pharmaceutical product launch. It is essential to carefully consider the needs of various stakeholders, including payers, physicians, other providers, patients, as well as investors. Without a sophisticated pricing strategy, a BioPharma company risks damaging its reputation, facing payer restrictions, and failing to maximize revenue potential. […]

Market Access Mindset

Is the price, right?

Pricing new medicines is a critical and time-consuming process. It stands as one of the most important decisions a company makes. Drug prices face constant scrutiny and criticism from various stakeholders along the value chain, including the media and politicians. The complexity of the US healthcare system, with its multiple stakeholders and diverse financial incentives, […]

Market Access Mindset

Your hub is a strategic value driver, so don’t treat it as an operational afterthought.

Hub services are critical to the successful launch of innovative medicines. Done properly, these programs accelerate patient therapy adoption and support treatment compliance by removing unnecessary friction...

Market Access Mindset

Misaligned incentives hamper access and optimal patient outcomes

Misaligned incentives can be found everywhere across the healthcare ecosystem. Inflated list prices needed to support an arcane discounts/rebates model, intermediaries profiting from every transaction along the supply chain continuum...