Top 3 Business Problems – Market Access

June 13, 2017 Leah Hoffmann

market access consultants

Having robust, nimble market access strategies is increasingly important in life sciences. It’s also increasingly challenging, with fast-changing markets, increased patient engagement, and global pricing pressures.

Fortunately, Business Talent Group enables life science companies to access on-demand market access consultants to help with these challenges. Our consultants combine substantial access and value experience with expertise in specific therapeutic areas and geographies, and they’ve helped clients do everything from develop value propositions and pricing strategies to manage agencies and affiliates.

Here are a few examples.

Assessing an Acquisition's Market Access Potential

A multi-million-dollar pharmaceutical company was in talks to acquire an orphan drug manufacturer with a pipeline asset that was about to launch in Europe. The company's corporate development team was focused on the deal's financials, but they lacked the expertise to assess the access potential of the new drug. Looking for highly targeted due diligence support, they turned to Business Talent Group. We engaged a former Deloitte consultant who'd held senior market access roles at top global pharma companies. He investigated the target's launch plans and timing for the new asset, along with early pricing and reimbursement estimates. He also evaluated the deal's implications to the company's broader commercial strategy and how post-integration staffing could affect the asset's launch. After concluding that the target lacked some of the resources it would need to conduct successful market access negotiations throughout the region, Business Talent Group’s consultant put together a detailed staffing plan that enabled the company to confidently—and capably—move forward with the acquisition.

IDN Engagement Strategies

A biopharma company was building a value-based partnership program to deepen customer engagement and ensure closer alignment with patient strategies. The head of value marketing reached out to Business Talent Group for help creating an engagement strategy for integrated delivery networks (IDNs) for one of their cardiovascular assets. Our consultant was a former McKinsey consultant who had previously helped develop the business strategy for a cardiovascular technology. He worked with the client's team to develop and lead market research that focused on identifying an effective approach for engaging IDNs and Employers. Then he developed a unique value proposition and communication strategy and designed specific communications the client could use with PBMs, IDNs, Employers, and Payers.

Oncology Market Access Support

The lean market access group at a global pharma company was preparing to launch a recently acquired pipeline oncology asset. Yet they were struggling to coordinate US payer marketing activities. Looking for additional expertise in oncology market access, they turned to Business Talent Group. Our consultant was a former Merck market access leader with nearly 10 years of oncology drug access experience. She began by evaluating the company's patient support strategy, benchmarking activities that included reimbursement, medical benefits support, and diagnostic support. She also managed payer marketing for all pre-launch activities, coordinating with internal teams as well as external partners. Finally, she helped establish the patient reimbursement support hub.


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About the Author

Leah Hoffmann

Leah Hoffmann is a former journalist who has worked for and The Economist. She is passionate about clear thinking, sharp writing, and strong points of view.

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