Protecting Profitability: Translating Strong Health Economics and Outcomes Research to Drive Interactions with Medical Device Payers and More

Victoria Cavicchi, pharmaceutical social media researcher
By Victoria Cavicchi,
Research Analyst

Health economics and outcomes research (HEOR) groups have carved out their place in life sciences organizations throughout the industry. Though pharmaceutical and biotech companies have long-since accepted the utility of this function, many medical device companies have leveraged other groups to perform HEOR tasks — often ad hoc. Now, HEORs prominence is more widespread, and device companies are structuring health economics staff to take on a number of reimbursement-related responsibilities. One of these teams most prominent activities is aiding interactions with government and private medical device payers. Continue reading



Drug Safety Data and HEOR Driving Clinical Trial Costs and Time

Ryan McGuire, lifecycle management tactics expert
By Ryan McGuire,
Research Analyst

The healthcare marketplace has seen seismic shifts over the past five years.  Austerity measures have strained the reimbursement climate in many EU countries and driven government payers to scrutinize every new drug as never before.  Healthcare reform in the United States has the potential to add coverage for 30 million uninsured Americans.  As a result, pharmaceutical companies are working even harder to gain favorable formulary placement with private payers. Continue reading


A Method to the Madness: Managed Markets Account Managers

Jacob Presson, pharmaceutical market access researcher
By Jacob Presson,
Senior Research Analyst

As payers demand ever-increasing evidence of product efficacy and cost effectiveness from the pharmaceutical industry, managing relationships with them is growing in strategic importance.  As a result, account managers dedicated to delivering the right kind of data to payers are becoming more vital.  What do pharma companies need to do to maximize this interaction? Continue reading


HEORs and Tails: Why Is Staffing Market Access Teams So Difficult?

Pharmaceutical market access teams hold a wide range of responsibilities and, as such, require employees with a variety of knowledge and skills.  Organizations that create a well-rounded market access team can work with payers better to achieve an optimal reimbursement amount and stay competitive in the marketplace.  Finding these employees is much easier said than done, however.  Half of companies surveyed for a new report ranked finding skilled employees as either challenging or very challenging (Figure 1).  Pharmaceutical market access groups have only one primary goal (among a number of secondary goals): to achieve reimbursement.  Why do the people for this job need to be so multi-talented?  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


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


Government Affairs Teams: Promoting Patient Education and Access


By Sarah Ray,
Research Analyst

When it comes to healthcare in the US, the 10th annual National Healthcare Disparities Report — released earlier this year — shows that the quality of patient care is improving.  Yet when it comes to patient access, particularly with regard to preventing and managing chronic disease states, there’s still plenty of room for improvement.  Already, many global pharmaceutical companies, from Novartis to Merck, consider patient access a top priority.   Continue reading