Pharmaceutical & BioTech

Negotiations with payers may happen on all levels and at any time during the entire product life cycle, including:

• Discussions on development and therapeutic value.
• Health technology assessment agencies’ scoping discussions.
• Price negotiations.
• Access schemes.
• Contracts and cost containment measures.

There is no “one-size-fits-all” best practice. Good negotiation skills are based on an integrative or collaborative negotiation approach. This assumes that there is potential to achieve a win-win outcome.

In preparation for the negotiations, we examine potential negotiation scenarios by understanding payer alternatives, relative pricing, and perceived benefits. By identifying therapeutic alternatives, comparing clinical differentiators, and aligning net prices, we establish a preliminary pricing range. This targeted approach guides manufacturers in crafting negotiation strategies for optimal outcomes.

Preparing the different outcomes for different scenarios and practicing mock negotiations is pivotal before actual engagements. Through workshops, training, and mock negotiations, our tailored approach ensures the client’s negotiation skills are finely prepared, giving its team the confidence to be more flexible in the negotiation and offer alternatives.

Thanks to our EU Network, our footprint of experience is tangible across Europe, through purposeful engagements with regulators and payer bodies.