market access strategy

Although marketing and market access functions may not support a developing drug until Phase 2 or even later, companies need to coordinate between several different teams as products move through different development stages beginning in the pre-clinical stage....

Fresh news out of India this week is likely to add to pharmaceutical companies' concerns about pricing and sales in emerging markets.  Despite indications in February that compulsory licensing may be coming to an end, on March 18, BDR Pharmaceuticals applied for...

Over the past few years, political, social and economic upheavals worldwide have thrust change on the life sciences landscape — and forced pricing teams to work overtime.  Today, these teams must deal with a series of events and trends that each have some effect...

Growing up, siblings have an unspoken rule that  if one received something or was allowed to do something that another wasn’t, instantly, life became “unfair” for the other party.  The smaller the age differential between the siblings, the more unfair the...

In this harsh reimbursement environment, payers are looking beyond a drug’s efficacy and to its cost-effectiveness when approving drugs for their formularies.  To adapt to new payer demands, pharma companies are incorporating health economics and outcomes research...

The simple answer to this question is yes. Pharma has already produced a plethora of mobile and digital devices geared to both patient and physician perspectives. With the accessibility of these versatile apps, pharma’s targets continue to demand more. While...

Many small pharmaceutical companies and biotech manufacturers continue to struggle with FDA approval delays that have developed over the past several years. Even internationally, regulatory guidelines have evolved to the point of being outright onerous in some...

Before US managed markets teams approach payers, they need to understand the different payer groups. All groups — Medicare and Medicaid, insurance companies, specialty pharmacies, hospitals, etc. — share the same fundamental function: to sift through the many...

Companies are increasingly turning to patient-reported outcomes (PROs) as payers look for additional outcomes data when making reimbursement decisions. Our recent reports, “Market Access Management: Building Teams that Deliver Value to Payers” and “Health...

By Michelle Vitko, Senior Research Analyst When companies first approach payer organizations with information about a new product, it is important that managed markets account managers convey why payers need their product. Account managers must have...