Solutions

Value and Access

Healthcare affordability and the value of pharmaceutical products have been hot-button issues for years, and mounting economic pressures and biotechnology advances have made them the focus of a sociopolitical debate. Drug pricing regularly makes headlines, with patient advocacy organizations, medical communities and political leaders weighing into the discussions. Both government and private payers around the world have tightened coverage requirements as drug budgets don’t measure up to the increasing healthcare needs of an aging population. They mandate that life sciences organizations provide compelling evidence of both the health benefit (the value) and the financial impact (the affordability) of treatments and therapies. 

The U.S. healthcare landscape is changing particularly rapidly. Emerging integrated delivery networks and specialized provider groups—such as oncology “super groups”—are increasingly focused on practice economics and patient outcomes metrics. At the same time, medical associations have been actively engaged in creating value frameworks that help guide physicians to make treatment decisions while considering general cost and patient affordability. New provider organizations and the medical community’s focus on cost concerns are prompting the life sciences industry to address transforming value communication and supporting evidence needs. ZS can help.
 


The Price of Global Health

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Negotiate More Effectively by Sharing Your Value Story

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The ZS Approach

ZS is a global consulting firm with nearly 5,000 experts in strategy, analytics and technology—and more than 30 years of experience partnering with pharmaceutical organizations. We understand the entire value continuum from clinical to commercial to corporate policy, and we’ll apply our multidisciplinary expertise to help ensure your long-term business success. We’ll partner with you to:

Improve clinical development and optimize trials: We’ll work with you starting in early clinical development, helping you assemble the necessary evidence to assess and communicate a drug’s value to payers, providers and other stakeholders. We’ll confirm a drug’s realistic price and market access expectations. We’ll also help you refine the clinical development and outcomes research programs, and better define the drug’s optimal target patient population for phase III trials to increase confidence in the program’s ability to achieve clinically relevant improvement claims. 

Communicate value and justify price: We’ll help you develop a value strategy and consistent messaging for payers and other decision makers. We’ll analyze your net pricing strategy, partnering with you to develop a thorough understanding of stakeholders’ objectives and concerns so that you can negotiate prices more effectively. We’ll finalize health economic models to serve various payer and client needs, such as cost effectiveness and budget impact. Our patient-reported outcomes specialists also will work with you to incorporate patient quality of life data into your value communications and reimbursement dossiers.

Build and implement a successful market access strategy: Our market access experts will help you prepare for negotiations with payers and providers. We’ll partner with you to implement a comprehensive contracting strategy, allocating rebates to managed care organizations that effectively drive utilization in local and surrounding geographies. Our payer analytics will enable you to design effective co-pay offset programs to overcome patients’ cost sensitivities. And to address payer concerns during access negotiations and further substantiate long-term patient outcomes, we’ll design real-world evidence strategies.

Structured Approach to Address Today’s Value Strategy and Evidence Needs

ZS’s value and access team brings a unique combination of thought leadership, multidisciplinary approaches to value, structured frameworks and client partnership to help you achieve commercial success in a rapidly changing environment.


 


The Price of Global Health

> DOWNLOAD CHAPTERS FROM THE BOOK


Negotiate More Effectively by Sharing Your Value Story

> DOWNLOAD THE WHITEPAPER