Trinity ConTRact: Cornerstone Projects in Contracting Strategy

Transcription

1 Trinity ConTRact: Cornerstone Projects in Contracting Strategy With mounting external pressures limiting access and tightening reimbursement, effective contracting is critical to the commercial success of a product. More than ever, effective design and execution of contracting strategies with payers, hospitals, and other key customers is essential to gaining a competitive advantage and removing financial barriers to use. These issues affect stakeholders across many groups within a biopharmaceutical company, who often lack the quality tools and support necessary to answer the many complex business questions. Trinity combines broad market expertise and a comprehensive suite of data-driven tools to offer a range of quality service products related to strategic customer contracting. This document explains our capabilities across pricing, access, reimbursement, and contracting, with an emphasis on contracting. For more detail on our pricing capabilities, see here: OpTimiZeR A sampling of our offerings across pricing, access, reimbursement, and contracting (PARC): Our expertise spans pricing, access, reimbursement, and contracting; this document focuses on our Contracting capabilities

2 Our Approach Over the past 20 years, we at Trinity have refined our approach to answering business questions for our clients through engagements that have included a wide range of strategic and tactical project types. We have partnered with companies of all types on these engagements, from large global pharma companies looking to optimize contract offerings across a portfolio, to niche biotech companies launching novel therapies into niche markets and wondering how channel strategies will affect sales. Our expertise extends across therapeutic areas and product classes. We tailor our approach to the market, and understand that decision-making varies widely between medical benefit and pharmacy benefit products or between the United States and global healthcare systems. We know that it is impossible to accurately model the impact of major contracting decisions without the right tools and that the impact of inaccurate planning can results in a significant hit to the bottom line so we have developed a comprehensive suite of tools and methodologies to support our engagements. When we partner with drug manufacturer on a contracting engagement, we will determine what methods are most appropriate for answering the business questions at hand, leverage our suite of proprietary support tools, and staff a team of experts in data analytics, market research, and contracting strategy in order to deliver highest quality results using an efficient and customized approach. Our contracting team has been a vital partner for many of our clients. Not only creating tools, but by providing insight and consultation, real-time, as clients tackle real-world decisions. Herman Sanchez, Partner

3 Why Trinity? Our clients highlight many reasons for why they come back to us year after year for their contracting projects. Domain expertise - In the past 5 years, completed over 60 Payer / Market Access studies and dozens of pricing and contracting strategy engagements Comprehensive yet customized approach we model all aspects of the contracting puzzle so that decision-makers are fully informed Transparent design our tools are designed with the end user in mind; we work with you to balance detail and technical requirements with usability and simplicity Integrated team we offer a complete range of in-house services, from dedicated database and data warehousing personnel, to experts in data analytics, market research, and contracting strategy We are strategic and tactical partners we provide detailed, highly accurate analytics, as well as the strategic expertise to parse it; we will support all facets of your organization in order to you to optimize the value of your contracts Strong foundational understanding of key drivers of individual stakeholder adoption and product use decisions Deep analysis and expertise to derive what factors will drive access: Product / clinical dimensions (e.g., efficacy, safety, ease of use, tolerability) Economic dimensions (e.g., product s ability to deliver cost savings, cost-effectiveness and value, patient willingness to pay, customer cost recovery, contract impact, etc.) Accurate calculation years of experience have taught us how to avoid and overcome the common oversights associated with complex contracting-related calculations The Trinity team has consistently brought deep domain expertise of the buy and bill oncology market. The team has worked on time sensitive, fast moving projects with data driven evaluation of alternate strategic choices and recommendation of a strategy that can be executed by the client. Delivered solid results on time and on budget. Client, Large Global Pharma Company

4 What Questions can Trinity s Offerings Help Answer? A few examples of the types of questions our clients routinely face include: How do I balance multiple objectives, such as maximizing revenue while ensuring access? What contract design will work best for my product and market? How should contract design differ by payer type or customer segment? Are we seeing the desired return on investment from our contracts? How will pricing and contract decisions impact those pesky, exceedingly complex, government pricing calculations? E.g., Will we trigger a CPI-U penalty for 340B customers? How will our ASP change over time? What is Non-FAMP? What metrics and dashboards does management need in order to track the success of contracting strategies? What tools will be most useful to the field team, in order to track progress and ensure success? Furthermore, the considerations involved in contracting and pricing decision-making vary widely between medical benefit (i.e. buy-and-bill ) and pharmacy benefit products. Medical Benefit Products: Pharmacy Benefit Products: Are our customers breaking even on buy-and-bill reimbursement payments? Which customers are most at risk of losing out? How can contracting protect them? How can we best position our product with payers? How can placement disadvantage my product? How can I optimize my contracts? What is the right rebate to offer relative to the achievable share gain for preferred status?

5 Case Study Here s an example of some recent work we ve conducted, to give you a flavor of our approach: In Closing Trinity prides itself on providing great service and thoughtful, actionable insights to our clients. When it comes to contracting, you can expect from us robust, pragmatic, and bottom-line driven solutions that will be accessible and understandable to various stakeholders around the organization. We will provide you with the groundwork you need for precise decision making including identifying performance issues, pinpointing areas for growth, highlighting market opportunities, and answering market needs. Herman Sanchez, Partner, hsanchez@trinitypartners.com John Greenaway, Engagement Manager, jgreenaway@trinitypartners.com Nicholas Simmons-Stern, Consultant, nsimmonsstern@trinitypartners.com