Our client, the Global Pricing and Market Access function of a mid-sized pharmaceutical company, wanted to conduct a training meeting with EU and Canadian affiliates to ensure they were adequately prepared to handle payer negotiations and objections for a new oral agent for treatment of multiple sclerosis (MS).
The client challenge
The timeline was tight, as pricing and reimbursement discussions were imminent and this training meeting had to take place whilst affiliate representatives were at head office for another meeting 6 weeks after project go-ahead. The meeting had to take into account that the current status of submissions varied between countries, as did the reimbursement status of other products for MS. The client also wanted to provide affiliates with negotiation training that would have value for other products.
How we helped
We conceived, organised and moderated a 2-day meeting, including preparation of all materials. The first day was an internal training session, which included general sessions on approaches to negotiation and also preparation for negotiations on the new MS product with external payers on the 2nd day. We secured the participation of four former European payers from France, Netherlands, UK and Germany and briefed them. The negotiations were set in a fictitious country, for which we provided background materials on the MS environment. Affiliate teams were given different objectives in terms of price and positioning of the new product that they needed to achieve in negotiations with pairs of former payers. After the meeting, we provided a write-up with our conclusions and recommendations for negotiation strategy and objection handling for the new product.
Our client was impressed by our flexibility and capability to moderate the meeting and get to the issues the affiliates would have to deal with. The client was particularly satisfied with the quality of the payer panel we put together. Launch of the product has been successful with affiliates knowing how to effectively negotiate and deal with objections.