ExL Pharmaceutical Pricing and Reimbursement Conference
Jul. 16, 2009-Jul. 17, 2009Bridgewater Marriott
Bridgewater, NJ
www.exlpharma.com/eventDetail.php?id=177
Description:
Shoot From the Hip Contracting: Why It's Bad and How to Avoid It
Kevin Barnett, Senior Vice President and Practice Area Lead, Managed Markets Practice, will serve as chairman for the conference, as well as present a session on how to avoid common mistakes when contracting with payers.
Abstract:
Payers manage more than 80% of prescription drug expenditures in the US. Although most pharmaceutical and biotech companies know this statistic, many manufacturers still neglect to take a systematic approach to contracting with payers. As a result, many of these companies make one of three key mistakes: 1) failing to rebate aggressively with high-value payers, thereby keeping their net price too high and failing to capture critical market share; 2) spending countless dollars on unnecessary rebates to payers who cannot move market share in a positive direction, thereby eroding their bottom line for no viable business reason; and 3) deciding not to contract in situations that could be beneficial from a business perspective, causing challenges with market access and resulting in significant opportunity costs.
This session will present a systematic approach to evaluating payers to determine when it makes sense to contract and how much to spend on rebates and other price concessions. Delegates attending this session will learn
- Common mistakes regarding product contracting, illustrated with real-world examples
- A strategic framework for optimally approaching contracting with payers
- Key tactics for implementing a systematic contracting process within their organization
Feature Articles
Sales Force of the Future: Driving Effective Sales Training in the Era of the Fading Blockbuster - SPBT's FOCUS Magazine
George Schmidt, Senior Vice President of the Sales Practice, discusses the impact of the current pharma and biotech landscape on sales forces and Training & Development departments....
George Schmidt, Senior Vice President of the Sales Practice, discusses the impact of the current pharma and biotech landscape on sales forces and Training & Development departments....
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