Product Pricing in Emerging Markets

In today’s global market, life science companies worldwide face challenges such as increased austerity measures, unfamiliar emerging markets payers and governments, greater emphasis on health economics and regulatory reforms.

To address these challenges, many companies are turning to integrated teams that include health economics, comparative effectiveness research and market access alongside pricing functions.  The added focus to develop a presence in emerging markets creates new pricing challenges, especially when facing an unfamiliar market with unique regulatory and access issues. Continue reading


Market Access Budgets Rebound After 2012 Patent Cliff


By Natalie DeMasi,
Research Analyst

In 2012, many key drugs in the US fell off the patent cliff and lost their market exclusivity.  As US pharmaceutical companies watched these products meet their fates, they tried their best to mitigate the damage.  Some companies have decreased reliance on blockbuster drugs by diversifying their pipelines.  Others have looked to mergers or entered the generics market themselves.  In the end, however, most companies had to simply brace themselves and cut their losses.  For market access, these methods resulted in decreased budgets for 2012. Continue reading


Ideal Criteria for Finding Top-Notch Health Outcomes Liaisons

With the expanding emphasis on building payer relationships and demonstrating product value, health outcomes liaison and managed care liaison teams are more important than ever.  The first step to building a strong payer liaison team is to find the right HOL candidate. However, finding these candidates is difficult due to the unique combination of skills necessary to this role.  Companies must focus on the right blend of education, experience and training to ensure they have a strong payer liaison team. Continue reading


The [Regulatory] Times, They Are A-Changin’


By Jacob Presson,
Research Analyst

Regulatory affairs groups in the pharmaceutical industry have been going through a fast-paced evolution over the past 10 years.  It wasn’t that long ago that these groups were almost taken for granted in the industry.  Recently, however, this role has been changing substantially from simply getting a drug approved to being involved much earlier in the development process and asked to significantly influence the final product. Continue reading




Big Data’s Potentially Big Impact in Medical Affairs Decisions


By Victoria Cavicchi,
Research Analyst

Big data is quickly becoming a big deal in the pharmaceutical industry.  A number of clinical studies — including two from Winship Cancer Institute and NextBio — are leveraging big data to seek out distinct biomarkers across a wide range of patients. The hope is that, through constantly generated data from a variety of sources, there lies the key to better understanding particular disease states or treatment possibilities. But clinical groups aren’t the only ones to take advantage of the influx of big data. Medical affairs groups may also soon embrace this new wealth of information. Continue reading


Restricted Trade Dresses: A Necessity or a Violation of Free Speech?


By Natalie DeMasi,
Research Analyst

Even in the land of the free, there are some things you are not allowed to say.  Schenck v. US (1919) proved that you can’t falsely yell “Fire!” in a movie theater.  And when it comes to a product claim, the FDA has made it clear that if the agency hasn’t approved it, you can’t say it.  But new FDA rules may extend these restrictions beyond mere words.  According to a recent FDA draft guidance, the administration not only cares about what the product label says, but also what it looks like. Continue reading


Want Top Formulary Postions? You’ll Need a Well-Armed Payer Liaison Team

Payer meetings are crucial to drug success.  Payer liaison teams, whether they consist of health outcomes liaisons (HOL), managed care liaisons (MCL), or any other medical/economic expert team, must convince payers of their drugs’ superiority to achieve top formulary positions and maximum patient access.  If they’re lucky, these teams will be allowed to visit with payer organizations once per quarter and often for only about an hour.  Facing such a pivotal reimbursement decision, the liaison teams must come well-armed. Continue reading


The Key to Key Account Management: Unlocking the Potential of Pharma Sales Forces

It’s old news: Gone are the days of the massive pharmaceutical rep armies.  Pharma companies have been trimming down their sales forces and looking for new ways to make the most of their physician relationships.  One option that companies implement is the switch from the sales rep model to one that focuses on account managers instead.  Often, however, this transition is nothing but a change of title, with no additional customer relationship management (CRM) techniques or change in the way that reps introduce their targets to the product. The time that physicians can give to reps is constantly on the decline, however.  Companies need to not only change the sales rep’s title, but also the behaviors he or she uses to interact with physicians so as to best grab the attention that they require. Continue reading