Commercial Contracting Process, Administration, and Metrics

ClientA mid-sized pharmaceutical client with a diverse product portfolio based product in a competitive therapeutic area
Company ObjectivesThe client asked MME to provide industry benchmarks relating to contract performance reports and to provide executive level contract management report summaries that quickly gauged contract performance.
Project DescriptionMME helped the client understand different ways of looking at account performance and embed contracting metrics into the contracting process. MME:
  • Re-designed contract reports into a useful marketing-type tool rather than a financial scorecard but containing the required financial information
  • Developed frequency of reporting metrics for the various contract reports to allow for continued production
  • Depicted graphical ways of tracking contract performance of like accounts to determine the high performing from low performing accounts
  • Standardized the field data into an expected results expectation
  • Commenced business reviews that included the redesigned contract reports that allows for better contract related decisions
Project OutcomeClient was able to provide senior management with a useful contracting scorecard that quickly depicted account level contract performance and aided in better contracting decisions resulting in millions of dollars of rebate savings.