Approach to Market Access


The opportunity

This global pharma company recognised the need to engage with the NHS more effectively as part of its growth plans. While it achieved some significant early success, its market access and reimbursement approaches were not optimal and, in fact, were becoming costly to the business through inefficient monitoring and rewarding of sales activity.

The engagement

Practicus provided a Market Access Manager and Project Manager to review the as-is and develop, and then deliver, a new strategy and corresponding implementation plan. Against a backdrop of ‘change resistance’ the team delivered a value proposition to inform & support submissions for new products for NICE and HTA, designed and implemented models and materials to support P&R discussions and created training and educational materials to upskill HDMs.

The difference

A fit-for-purpose approach to MA and reimbursement within the NHS. The team now has the skills, resources and tools it needs to support this approach, backed bya transparent performance management framework. Thus they have significantly improved their engagement with CCGs and payors, and enhanced sales as well as greater success with NICE and HTA submissions.


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