Program Modules

Module 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.

Module 2: Role of pricing (and market access) in the development and launch process

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.

Module 3: Your challenges at every stage of your pricing maturity

• • • Value identification (value for the payer/provider/patient)
    • Quantification & validation
    • Health economics and pricing

Module 4: Innovative pricing models

• • • New trends in Pharma pricing
    • Outcome-based pricing models
    • Managed entry agreements
    • How to price CAR-T ?

Module 5: Develop a global pricing strategy

• • • International reference pricing
    • Parallel trade and
    • Launch sequencing

Module 6: P&R systems and trends

• • • P&R systems in the USA market
    • P&R systems and trends in the EU markets
    • P&R systems and trends in the Japanese market
    • P&R systems and trends in emerging markets

Module 7: Develop a regional pricing strategy for the USA market, EU markets, Japan market, and emerging markets (China, Brazil)

• • • Differential pricing learning between countries in emerging markets
    • Contracting and net pricing approaches
    • Tender management

Module 8: 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

Module 9: Tender Management

• • • Procurement evolution from contracting to tendering
    • Best practices in tender management

Module 10: Understanding the role of pricing across the product life cycle

• • • Price re-negotiations and re-referencing
    • Indication extensions/enlargement
    • New competitors entry to the markets, etc.

Module 11: Loss of exclusivity

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

Module 12: Pricing Research

Module 13: Change Management

• • • Making things happen; how to get your price strategy implemented?