Is Your Payer Value Story Living Up to Expectations?

Stefan A. Kloss, Emmanuel Colliot and Gillian A. Tisdale

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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.


About the Experts





Stefan A. Kloss is a principal in ZS’s New York office and a leader in the value and access solution area. He has worked with pharmaceutical and biotech companies worldwide on pricing and market access solutions.





Emmanuel Colliot is a manager in ZS’s New York office. He has worked with pharmaceutical and biotech companies worldwide on pricing and market access solutions.





Gillian A. Tisdale is an associate in ZS’s New York office. She has worked with pharmaceutical and biotech companies worldwide on pricing and market access solutions.