The Five Keys to Making U.S. Market Access Contracts More Profitable

Howard Deutsch

Pharmaceutical companies in the United States pay billions of dollars in rebates every year to third-party payers and provider organizations to ensure that their products are accessible to the patients who would benefit—often more than they spend on marketing. But they are less likely to maximize these investments than they are their marketing and sales spending. These firms can save significant amounts of money and increase profits by building discipline in their contract management function.

To do so, pharmaceutical companies must improve in five areas: using thoughtful analytics processes to guide contract decisions; maximizing the sales opportunity unlocked by contracting investments; assessing contract value through retrospective assessments; developing business processes that leverage analytics effectively; and maintaining the data required to support business decisions effectively.

This paper shows how pharmaceutical companies can improve in these five areas to maximize their contract management function.

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