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Value demonstration has become of paramount importance in Life Sciences. While patients and healthcare professionals remain key stakeholders in the ecosystem, the critical role of payers as market gatekeepers urges companies to develop targeted strategies.
BearingPoint offers a complete service line to optimize commercial strategy, product development and multi-country access while also improving business performance.

Commercial strategy and due diligence

We perform an analysis of the market environment and develop the licensing strategy based on robust models. This includes :

  • Analysis of current and future competitive landscapes
  • Development of sales forecast and NPV models
  • Analysis and advice on the portfolio strategy
  • Identification of targets and potential partners, and licensing strategy development

Landscape assessment & Market Access strategy

Based on a review of the competitive landscape, unmet needs and product value proposition, we develop the Market Access strategy while accounting for local access procedures:

  • Analysis of the competitive environment and unmet needs, to focus on key differentiators and identify market access opportunities
  • Comparative analysis of HTA systems to develop tailored approaches (payer trends & decision drivers, pricing policies, local expectations)
  • Evaluation of stakeholders’ perceptions to determine evidence requirements (market research, ad-boards and interviews with payers, KOLs, patient advocacy groups)
  • Messages testing, value story and value dossiers development (including objection handlers, negotiation kits )
  • Recommendations on clinical design to ensure appropriate evidence generation

Pricing, reimbursement and innovative contracting

We develop the pricing strategy and advise on the trade-off between price, reimbursement and access restrictions based on the robustness of the evidence. We also provide market price trackers and advise on managed entry agreements:

  • Analysis of competitive prices and develop market prices dashboards (pricing scenarios)
  • Identification of optimal prices to maximize commercial output (scenario testing)
  • Development of the evidence requirement plan that will support price and access negotiations (including trials and publication plan)
  • Investigation of alternative routes to alleviate payer uncertainty and maximize access (innovative contracting, managed entry agreements)

Health economics

Our modeling experts develop robust scenario hypothesis based on our knowledge of the hospital and ambulatory care economics, as well as our understanding of patient journeys. We build models suitable both for global purposes and the local needs of HTA bodies:

  • Development of cost-effectiveness models to provide payers with robust economic evidence (e.g., CEA, CUA, CMI)
  • Budget Impact Analysis
  • Analysis of the hospital economic models to identify drivers of product adoption (DRG systems, patient care pathway)

Organizational excellence and performance improvement

As Market Access, Pricing and HEOR departments are now mature functions, it becomes critical to improve the overall efficiency of these groups. We partner with our clients to accelerate the professional development of individuals, to improve the performance of teams and align organizations. We also offer a full range of IT and digital solutions:

  • Development of ad-hoc trainings and workshops on every aspect of the MA&P arena tailored to product and market specificities (mock negotiations, etc.)
  • Deployment of state of the art business standards and KPIs to support the MA&P functions (organization, processes & technology)
  • Alignment of interfaces across functions: along the product LCM, between global and affiliates, etc.
  • Deployment of IT solutions and facilitation of the digital transition