Challenge: A company developing a rare disease therapy sought to provide confidence to payers and other decision makers on matters of price and budget impact.

Approach / Solution:: As part of managing launch readiness for a novel rare disease therapy, economic models were developed into an app form that KAMs and other company representatives could use with payers to dial in specific plan numbers to assess per-member-per-month (PMPM) costs. The app, a narrative approach, and stakeholder questions were considered to build resources to accelerate and optimize coverage.

Outcome: Field force personnel were able to walk payers through a patient funnel exercise and deliver accurate estimations of true budget impact for a new therapy using book of business numbers and patient estimates that could be proffered by the payer creating cost awareness and expediting decision maker progression to coverage.

• Market Preparation; Payers and Channel Development

Material and Tactics:

Accelerating Access through Payer Objection Handling

Stakeholder Engagement and Support:

• Payer Objection Handling

• Pre-Launch Communications

Challenge: A company needed to understand how price would impact volume pre-launch to inform forecasting and create materials to prepare key decision makers.

Approach / Solution: Landscape assessment through secondary and primary research was used at appropriate scale based upon relative proximity to launch as client partners consider payer and provider perspectives on coverage and purchase decisions. Models built upon resulting price ranges and understanding of contracting realities in the therapeutic space were then developed to consider share and forecast impact for different list and net prices under consideration.

Outcome: Following Workshopping/Wargaming activities leveraging the models and landscape assessments, leaders better understood the magnitude of impact that different price points and contracting choices would make as well as the feasibility to flex pricing under different competitor response scenarios. This work informed asset prelaunch pricing strategy and forecasting as well as external decision maker pre-launch engagement.

Assessment and Positioning:

Pricing and Impact:

Preparing an Organization for Pre-Launch Forecasting and Understanding External Decision Makers Willingness to Pay

• Competitive Assessment and Positioning

• Value Proposition Development

• Price Analysis, Benchmarking, and Strategy

• Payer Testing for Launch Price Setting

• HCP and Patient Price Tolerance Study

• GTN Impact Analysis

Challenge: A seasoned team with deep retail pharmacy expertise faced resources and a critical knowledge gap ahead of launching a new injectable product through specialty pharmacy (SP) channels.

Approach / Effort : Designed and executed a 7-month transformation program focused on specialty pharmacy education, account strategy, and operational excellence. Key initiatives included baseline assessments, an educational roadmap, strategic account launch assessment and engagement tools, and a centralized knowledge hub.

Outcome : Developed targeted education tools, delivered training programs, established metrics, defined success measures. Enabled high-performing teams to pivot successfully into complex new market channels, driving measurable results through dashboards and supporting launch excellence through expanded engagement across the value chain.

Material and Tactics:

Empowering Team for Specialty Pharmacy Launch Success

• Payer Objection Handling

• Transitional Account Management Support

• Pre-Launch Communications

• Training Materials Development

• Peer-to-Peer Coaching