Programme of negotiation training to support pricing and market access objectives for legacy products

A major multinational pharma client wanted to prepare for ongoing and future payer engagements for three high-priority legacy products across multiple markets in Europe and Latin America.

Solaris organised a programme of online workshops to explore core negotiation skills that would underpin the product-specific payer engagements in all in scope markets (Argentina, Brazil, France, Hungary, Netherlands, Nordics (Denmark), Romania and Ukraine). The series of online workshops culminated in a 2-day mock payer workshop in both Brazil and Paris that built affiliate competence and confidence.

The challenge

Our clients’ affiliate teams were under pressure to reduce the reimbursed price for legacy products in their markets, with a limited scope for differentiation against newer competitors in their respective therapy areas.

The objective was to support participants with tailored training to help them prepare for challenging price negotiations, that included price re-negotiations, new entry to markets and re-entry to markets depending on the product and market.

How we helped

Solaris organised and led a programme of online workshops to explore core negotiation skills and concepts for effective payer engagement. The workshop programme allowed affiliates to practice the delivery and defence of each of the legacy products.

We arranged and facilitated two in-person workshops: one in Brazil for the Latin American markets, and another in Paris for the European markets. Affiliate teams engaged in realistic mock negotiations with experienced payer panels who attended the workshops, provided feedback and gave recommendations for future real-world negotiations.

We captured the core skills and product-specific training sessions, alongside key takeaways from the payer panels in a training playbook to support affiliates with their future negotiations.

Outcome

Client feedback highlighted that, following the online programme and in-person workshop, participants felt that they were in a stronger position to engage with local payers and achieve their pricing and market-specific objectives.