European Pharmaceutical Market Access, Pricing & Reimbursement

10th October to 11th October 2016,
London, United Kingdom

SMi Group’s 22nd annual European Pharmaceutical Market Access, Pricing and Reimbursement conference returns to London from 10-11 October 2016. The conference is one of the most established in the world, focusing on the changes in pricing and reimbursement and market access.

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Balancing KAM Tasks: How Many Accounts Can One Key Account Manager Handle?

Sarah Ray, regulatory affairs and safety researcher
By Sarah Ray,
Senior Research Analyst

Pharma key account management (KAM) teams focus on strengthening relationships with existing client accounts and forging new ones. As an example, these teams may reach out to hospital systems to determine which products these organizations use (or would be interested in trying). Some life science teams designate specific KAM groups to handle commercial and market access account types. Others make no distinction across the different audiences that dedicated KAM teams may serve.

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Are all Patient Centered Outcomes Created Equal?

Natalie DeMasi, clinical development and medical affairs researcher
By Natalie DeMasi,
Senior Research Analyst

Patient centered outcomes, including patient-reported outcomes (PROs), may be as generic or disease area-specific as the PRO team would like.  As with any choice, however, there many factors to consider when deciding what type of patient centered outcomes instrument to use.  For instance, teams that custom-design specific PRO tools may have very targeted and relevant data for their products.  Continue reading


Managing Time and Cost of Health Technology Assessments

Jacob Presson, pharmaceutical market access researcher
By Jacob Presson,
Data Product Team Leader

As pharmaceutical companies continue to work to prove the value of their products to payers around the world, they are encountering health technology assessments (HTAs) in many markets around the world. These HTAs require companies to submit value dossiers that follow specific guidelines — often including health economics and comparative effectiveness work.  Our research has shown that different HTAs consume varying amounts of raw resources in terms of working hours and budgetary expenditure.  However, most companies’ proportions of timing and spending following similar patterns across regions and company types.  Continue reading



Shape Up Your Key Account Management Team Engagement Strategies

Victoria Cavicchi, pharmaceutical social media researcher
By Victoria Cavicchi,
Senior Research Analyst

The role of pharma key account management (KAM) is growing.  Throughout the life sciences industry, KAMs act as the voice of the company for major commercial accounts – including physician networks, hospital systems and even payer organizations.  Because a large part of the key account management team role is working directly with these accounts, KAMs may also need to coordinate their visits and discussion topics with other outward-facing teams across the organizations.  In fact, many companies would prefer that KAMs act in a strategic role to shape the organization’s account communication. Continue reading



Building Better Payer Relationships in 2016: Three New Year’s Resolutions for Pharmaceutical Companies

Jacob Presson, pharmaceutical market access researcher
By Jacob Presson,
Senior Research Analyst

It’s January, so right now it feels like everyone around us has made resolutions to get more exercise, eat better, or otherwise improve their lives. In that spirit, let’s take a look at what companies can do to improve their payer relationships in 2016. According to The Wall Street Journal, drug prices are on the rise, so the value propositions of health economics groups will be increasingly important when working with payers. Continue reading



Understanding the Potential Impact of Comparative Effectiveness Research in the US Payer Marketplace

Jacob Presson, pharmaceutical market access researcher
By Jacob Presson,
Senior Research Analyst

The Institute for Clinical and Economic Review (ICER) announced in July that they are going to be producing reports on new drugs from a comparative effectiveness standpoint.  Quotes supporting ICER”s work from the Chief Medical Office of Express Scripts, Steve Miller MD, have raised questions within the industry about how the new influx of independent comparative effectiveness research will shape key decision-making processes on the payer side. Continue reading