Industry

Healthcare & Life Sciences
Pharmaceuticals & Biotech

Company Profile

  • €14bn revenue p.a., global footprint
  • Clear focus on specific therapy areas
  • Market leader in its core business
  • Strong pipeline of new products

Situation and Objectives

  • Global Pricing & Market Access was overwhelmed by affiliate contract approval requests
  • No clear approval framework and no guidelines on how to structure contracting opportunities
  • Large variation in the quality and robustness of business cases and the net revenue implications for major contracts pursued around the world

Approach

  • Develop contract archetypes and define contract submission, approval processes, and templates
  • Evaluate markets and payers with respect to archetypes
  • Conduct payer-based and client-internal validation
  • Develop ready-to-go contract models in pilot markets

Elements of payer contracting framework

Results

  • Validated, fully functional, global contracting approval framework
  • Ready-to-use templates and processes for global and affiliates
  • Alignment of new roles/activities with existing Pricing & Market Access SoPs

Impact

  • Global roll-out over two years
  • Improved patient access for lead products
  • Rationalized, more efficient global decision-making

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