Designing a Value Strategy

Posted by Ed Schoonveld on Thu, Mar 07, 2019

How do we use the access journey framework to design a winning value strategy in the age of value and affordability?


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The Access Journey

Posted by Ed Schoonveld on Thu, Feb 21, 2019

How do we devise an optimal strategy to ensure patient access to our treatments in an age of value and affordability? How do we incorporate the impact of payers, medical communities, providers, prescribers and patients in a framework that helps us make trade-offs for development and commercialization decisions? It’s time to start the “access journey.”


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Who Cares?

Posted by Ed Schoonveld on Tue, Feb 12, 2019

In my recent post, I described the underlying changes that are leading to today’s payer-empowered pharmaceutical environment. Now let’s consider the implications of these changes on the negotiation process.


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The Age of Value and Affordability

Posted by Ed Schoonveld on Wed, Jan 23, 2019

In last week’s blog, I argued that the pharmaceutical industry needs to take action to address recent drastic changes in the environment. Here’s a closer look at these underlying changes:


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How to Survive in Pharma's Payer-Empowered World

Posted by Ed Schoonveld on Mon, Jan 14, 2019

Until recently, commercial success for a prescription drug mainly involved getting the drug on payer formulary and creating pull-through with sales force efforts toward physicians. Success was defined as securing full, unrestricted access and building significant share through share of voice. The rapidly rising cost of healthcare, new emerging pharmaceutical technologies with breakthrough potential, public concerns over drug pricing, and a gradual shift from fee-for-service to value-based payment models are transforming the pharmaceutical market. Today’s market is much more complicated, as public and private payer management is more restrictive, medical communities are more willing to engage in value vs. cost trade-offs, and providers are taking a more holistic and integrated healthcare delivery focus.


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