Customer
Strategy
Maximizing prices, contracting, and securing reimbursement
status are important factors for health care companies
seeking to ensure that they achieve a high return on
investment. This return must be viable under volatile
conditions such as regulatory uncertainty, stagnant
R&D, and cost-containment efforts of health care
payers.
MME provides detailed analysis of the key issues and
of the market environment which together make up the
pricing and reimbursement evaluation landscape. This
information gives customers a detailed understanding
of the opportunities to maximize profit through value
instead of simply price. Your company will have not
only an optimized understanding of a product’s
current potential but also a way to extend and enhance
future returns.
MME has extensive experience in portfolio evaluation
and life-cycle planning with major customer segments,
including:
- Health maintenance organizations (HMOs)
- Pharmacy benefit managers (PBMs)
- Hospital, health system, and group purchasing organizations
(GPOs)
- Oncology clinics
- Specialty pharmacy providers (SPPs)
- Federal and state government organizations.
The following are examples of our work in this area
- Analysis of HMO and PBM reimbursement practices
and their evolving impact on prescribing
- Assessment and understanding of plan design barriers
and how to address them
- Development and support of contract design and implementation
- Pull-through program development and support including
performance metrics
- Contract performance evaluation for both manufacturers
and their customers
- Mail-order and specialty pharmacy impact analysis
- Therapeutic category opportunity assessment and
competitive analysis
- Qualitative market research with managed care decision
makers in primary and specialty care markets.
Pricing &
Reimbursement Strategy
At MME, we combine our knowledge, creativity, and real-world
experience to address pricing and reimbursement challenges
in the pharmaceutical and biotech industry. Through
our decision support services, we answer pricing questions
in the context of the market and the resources needed
for the task at hand. Starting with the clinical value
of a product, we evaluate what you need to do, with
whom, and when—all with the ultimate goal of making
informed pricing decisions throughout the product life
cycle.
Informed pricing decisions are based on a market understanding
that incorporate past experience and preconceptions
supplemented by basic questions asked in a practical
structure, data gathering and analysis, and the application
of “open minded discipline,” which allows
for the exploration of new possibilities. Decisions
that are built upon this foundation and solid recommendations
for a product ValueFrame that addresses changing markets,
customers, policy, and competition are much more likely
to be correct and sustainable. MME guides clients through
this process.
The following are examples of our work in this area
- Design and support of pricing strategy development
and implementation
- Creation of an integrated pricing decision-making
process and plan prior to initial launch
- Building of customized financial models designed
to integrate market sensitivities with various pricing
scenarios and potential competitive responses
- Understanding and assessment of the impact of emerging
customers on pricing dynamics in a market
- Qualitative market research with payers regarding
list and net price perceptions in primary and specialty
care markets
- Assessment of potential market changes due to competitive
entry
- Design and execution of life-cycle analysis and
profit-maximization strategies
- Analysis of trends in list price changes and their
effect on profitability.
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