Project Scope
Supporting global client’s local affiliates in improving negotiations and value communication skills within a price negotiation setting
Focus Markets
Solutions
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Organized a mock negotiation workshop involving client team, sales team and proxy payers
- Observed the type of interactions and objections raised by payers, alongside feedback provided on the value story and the reimbursed price of a new product entrant in achondroplasia
- Captured key takeaways from each round of mock sessions
Results
- Consolidated the key takeaways from the mock payer negotiations workshop focusing on the following points:
○ Payer objections and team’s responses to value story and targeted reimbursed price
○ Types of value based agreements that would support price and access, outside of pure discounts - Built sales teams confidence in conducting independent negotiations, resulted in a price discount of only c. 5% vs. expected 15% on the clients product within specific institutions
