Market Strategy: Defining and Embedding Global Market Access Excellence Across the Organization of a Large Pharmaceutical Company

Situation

• The new global head of market access of a global pharmaceutical company, with a focus on orphan diseases, had the objective to reduce time between US launch and reimbursement in international countries, and enable faster access to new geographies
• Market access strategy was not core to global decision making within the organization, which had led to suboptimal pricing and reimbursement for recently launched products

Solution

• Internal situation assessment through over 20 interviews with senior management
• Cross functional alignment through various workshops to define market access excellence, the mission, vision, and role of the market access department, and ways of working
• Definition of access deliverables, a consistent approach to develop them, and standardization through templates

Impact

• Market access strategy development stronger embedded in the organization, for example through standardized template slides in the global brand plan
• Alignment across the organization on the importance of market access, what is required to be successful, and ways of working between departments