Stefan A. Kloss co-wrote this article with Emmanuel Colliot and Gillian A. Tisdale.
In a global healthcare environment that’s increasingly dictated by funding constraints and trade-off decisions, conveying value to payers is more important than ever. Powerful value messages and stories can lead payers to make market access and reimbursement decisions that align with manufacturers’ goals. Yet despite their potential, value stories aren’t easy to develop and oftentimes fail to build a highly compelling case for reimbursement.
Developing strong value stories that are both clear and properly executed requires practice and experience. To avoid the many pitfalls, we’ve developed a checklist of seven essential elements and process improvements based on our many years of experience in payer value communication. While this list is by no means comprehensive, it provides a much-needed framework to identify and implement the key elements of an effective value story.