Project Scope

To consolidate the feedback from mock payer negotiations workshop regarding the value and accepted target price

Challenge

Our client has a focus on SCD and wanted to put together a mock negotiation workshop for distributor agents to aid in handling payer objections as it relates to communicating the value of the innovative drug

Solution

Organized and Conducted a Workshop:

• Designed market-focused workshop content
• Finalised value materials to support training
• Organized a mock negotiation workshop involving the client team, distributor team and proxy payers
• Observed the type of interactions, objections raised by payers, the response of the distributor team, feedback and suggestions provided by payers on the value story, presentation, and communication techniques and served as a Proxy Payer
• Captured key takeaways from each round of mock sessions, updates to PVS & OH based on workshop findings

Results

Consolidated the key takeaways from the mock payer negotiations workshop, with an understanding of:

• Payer objections and team’s responses to value story and key targeted patient population
• Strengths and weaknesses in the value story and challenges faced
• Strategy, keywords and techniques to be implemented in order to gain a successful engagement outcome

Collected feedback from payers in terms of the key points to be focused on during the actual negotiations