Complex Challenges, Met with Practical Experience.

Practical Application

Challenge : A company sought to ensure market share capture and growth by limiting average selling price (ASP) fluctuations impacting customer net cost recovery (NCR).

Approach : In multiple settings – biosimilar, generics, and branded products – strategic pricing studies were conducted to understand the impact of discounts and rebates on ASP and NCR. Back-end rebates especially can impact ASP and result in lower reimbursement levels for customers in subsequent calendar quarters. Quantitative analyses along with primary research with customers were carried out to optimize contracting policies.

Outcome : Contracting strategies were developed to maintain pricing competitiveness relative to other players to improve market share capture and/or avoid share erosion by de-risking NCR through disciplined GTN activities through phasing rebates to buffer heterogeneity of rebates by customer volumes and other measures were calculated to delivery more consistent NCR to customers

• Price Analysis, Benchmarking, and Strategy

Pricing and Impact:

Creating Pricing Discipline through GTN Impact Analysis

Expertise Applied:

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 : 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

Expertise Applied:

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 : 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:

Pre-launch forecasting and payer engagement

• 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

Expertise Applied:

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 : 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

Expertise Applied:

Challenge : A $1.5B pharmaceutical company specializing in CNS diseases faced challenges launching a specialty injectable. Its market access team, experienced in retail pharmacy, lacked specialty pharmacy expertise and had no dedicated Medical Science Liaison (MSL) team for market access. A transformation was urgently needed to prepare for the launch.

Approach : The company expanded its market access team by 200%, hiring specialty pharmacy experts and training existing staff. A new Market Access MSL team was established to enhance payer and provider engagement. This strategy integrated team growth, upskilling, and a refined engagement model to ensure launch readiness.

Outcome : The revamped market access function excelled, with improved payer and provider interactions and faster reimbursement. The MSL team strengthened scientific alignment, and enhanced cross-functional collaboration ensured agility. The company was well-equipped for a successful launch and long-term competitiveness in the specialty market.

Material and Tactics:

Transforming Market Access for a Game-Changing Specialty Launch

• Payer Objection Handling

• Market Access Team Buildout (longitudinal FTE scaling)

• Pre-Launch Communications

• Training Material Development

• Peer-to-Peer Coaching

Stakeholder Engagement and Support:

• Market Preparation; Payers and Channel Development

Expertise Applied: