Contracting & Negotiation Strategy

Client: Multinational Pharmaceutical company launching oral agent into uncertain competitive environment pending multiple potential competitive product approvals during the launch period
Objective: Develop a managed markets strategy involving innovative contracting and negotiation approachs for PBMs, health plans, and Medicare channels
Approach: Used comprehensive scenario planning tools, modified anolog payer-specific data, and primary research to create contracting model that calculated expected account-by-account uplift and deal thresholds for over 130 unique accounts. Lead negotiation analysis and interactive working sessions with the client’s payer marketing and field executives that resultied in an actionable, winning negotiation approach for top accounts
Result: An actionable Payer Strategy informed by a mutiple-product contracting model that forecasted brand performance and ‘bottom-up’ brand forecast projections based on multi-term inputs and market/competitive scenarios; access timing projections; account targeting and offer sequencing / walk-away terms

Outcome: Payer Strategy, Contracting Strategy, and Negotiation Approach recommended resulted in the product profitiably exceeding access objectives. In addition to informing account contracting decisions, the Client also decied to use the contracting model as a contract operations tool to estimate pre-data-availability performance by account

Insight Strategy Advisors takes pride in delivering actionable recommendations to clients facing difficult business situations. Below are summaries of completed projects. New project summaries will be added on a regular basis.