How to effectively engage US and EU payers
You’re speaking to payers, but are they listening? Do you really understand their needs and concerns? Is your approach to payer negotiations getting your message across? Too often pharma fails to provide the data and contracting innovation that will unlock the door to a deal. It can be better.
In How Payers Want to Work with Pharma, 10 US and EU payers with expertise in formulary decision making and healthcare strategy reveal insights that will radically improve your payer engagement.
This report is available for immediate download – place your order today.
Each industry expert has been carefully selected for their practical experience and detailed current knowledge of payer pressures and the payer/pharma relationship. To ensure candid responses, the identities of all respondents has been kept anonymous.
US-based respondents
EU-based respondents
Find out what experts think about pharma’s current and future payer engagement.
“I would say certainly any programmes that are going to promote compliance or adherence would be well received, certainly if they would focus on appropriate use of drugs; those are the two areas of value. Particularly in the specialty space, we rely on pharma to work with the specialty pharmacies who distribute to develop these programmes but there is definitely a lot of room for improvement.”
US04 Payer
“So, many times we don’t receive, in relation to the clinical trial, how many patients leave the trial, the reason for them leaving the trial. Many times, we don’t have the negative information so, for example, if a trial has failed due to negative results, this information – first of all it is not published, and second it is not shared with physicians, and this is not good because if I need to use a drug I want to have information, all the information, particularly the negative. They only want to show that the advantages of this new therapy, so it is difficult to trust the information that we receive.”
Italian Payer
“Provide the data or provide access to the data but don’t draw your own conclusion – I mean let us look at it. You can de-identify it and take all the HIPAA [US Health Insurance Portability and Accountability Act] stuff out of play, but it is hard for us to generate real-world data that’s particularly meaningful, especially given our population, and so making it simply available and helping access it I think would be the biggest thing.”
US01 Payer
“Honesty is first, to recognise the negatives or to recognise the less important items for the portfolio for them, and to make efforts to demonstrate the superiority, that it is not just an alternative. A company can’t be arrogant. For me responsiveness is important, flexibility is good, but the most important thing I think that they can put on your table is honest information, objective information and real-world data information. That’s the best that they can do.”
Spanish Payer
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