Learning Journey

Day 1 

The high impact of pricing for Pharma 
Starting pricing wrong has a huge impact on market access and profitability - and there is very often no way back to recover from poor launch pricing.  During this first module, we will discuss the importance and relevance of price, pricing theory, definite 'optimal prices’, share pricing learnings across different industries - and demonstrate the concrete impact of ‘right' versus ‘wrong' pricing.

Pricing in early development and launch phases 
First, we will discuss the 4 important stages in the development and launch cycle - and the role of pricing and market access activities within each stage of the development of a drug: 

• Phase 1: testing
• Phase 2: target group testing
• Phase 3: trials and final FDA and EMA approval
• Phase 4: launch and local reimbursement negotiations 

Secondly, will discuss in this module also the roles and responsibilities in price and market access management in your organization. Finally, also discussing the market research toolbox used in every stage. 

Global P&R systems and trends 
P&R systems in the USA market  
Round table discussion on policy changes and impact 
P&R systems and trends in the EU markets  
Round table discussion on policy changes and impact 

 
 Day 2 

Global P&R systems and trends 
P&R systems and trends in the Japanese market 
P&R systems and trends in emerging markets 

Implementing a regional pricing strategy for the USA market, EU markets, Japan market, and emerging markets 
Differential pricing learning between countries in emerging markets 
Contracting and net pricing approaches 
Dealing with parallel trade challenges

Loss of exclusivity 
We will discuss in this module the impact of generics and biosimilar entry strategies on pricing 

How generative AI is transforming market access and pricing 
A consultancy point of view 

Day 3 

Challenges at every stage of your pricing maturity 
Value identification (value for the payer/provider/patient) 
Quantification & validation 
Group exercise on value communication  

Developing a global pricing strategy 
Basic of health economics 
Frontiers concept 
Group exercise on health economics 

Contracting and Net Pricing Approaches 
List vs net price management 
Role of payer contracting and net pricing in a global P&MA strategy 
Commercial contracting/operational price management/Price governance/Rebate 
Group discussion on experience with contracting 

The role of pricing across the product life cycle 
Price (re-)negotiations and re-referencing 
Indication expansions, new competitor entry to the markets, etc. 
Group exercise on LSO 
Group session on MFN  

 
Day 4 

Group Exercise: mock payer (re-)negotiation 

Innovative pricing models 
New trends in Pharma pricing 
Outcome-based pricing models 
Managed entry agreements 

Gen AI in pharma pricing and access 
AI tool options – traps to avoid 
NAVLIN chat 
Group exercise on AI in pricing 

Tender Management 
Procurement evolution from contracting to tendering 
Group discussion on experience and best practices in tenders 

Change Management 
Making things happen; how to get your price strategy implemented? 
Group discussion on experience in change management