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EPP Life Sciences Executive Briefing
March 31, 2016

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EPP Life Sciences Briefing
An exclusive invitation-only event
• A unique opportunity to find and discuss best practices and how these might
apply to your current or future pricing organisation.
• Promoting dialogue between senior managers and industry pricing and profit
optimisation experts on emerging pricing and commercial topics.
• Topics discussed will drive the 6th EPP Life Sciences Forum 2016 (September
20-21, 2016) and various industry activities.

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Warm Welcome from Our Moderator
Neil Grubert
Independent Global Market Access Consultant
• 26 years’ experience tracking the global prescription drug and self-medication
markets.
• Spearheaded the development of Decision Resources Group’s international market
access business, most recently as Vice President of Global Market Access Insights.
• Author of more than 150 reports on market access in 20 countries.

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Please, no ring tones
During the presentations:
ASK QUESTIONS FOR
BETTER INSIGHTS
After the presentations:
DISCUSS/SHARE YOUR
OWN EXPERIENCES
Margethe Vestager
Respect the EPP code of
conduct

5. Pharma faces a perfect storm—high-profile criticism in the runup to an election

6. European politicians want greater international cooperation on pricing

7. Organisation of market access varies enormously
Source: Have You Optimized Your Market Access Efforts?
Level 1 Level 2 Level 3
What market access
includes
Health economics and
outcomes research
(HEOR)
HEOR integrated with pricing
and reimbursement
HEOR, healthcare systems
intelligence and monitoring,
tendering and innovative
contracting, scenario modelling,
real-world data generation, health
policy and patient advocacy
How market access is
structured
Under regulatory or
corporate affairs, with a
strong focus on technical
aspects
Under marketing, with a focus
on therapeutic area
Under the broader umbrella of
commercial operations (possibly as
an independent unit), with a
marketing focus
When market access
is involved in the
product life cycle
Phase III, but especially
pre-launch and in the
commercialisation phase
Phase IIb and III Target selection and pre-clinical
identification
Where the main
responsibilities lie
Mainly global Global with regional support
and facilitating the
development of local
capabilities
Fully fledged global, regional and
local market access organisation
with clear division of responsibilities
Who implements the
market access
strategy at local level
Sales reps, sometimes
accompanied by marketing
or medical team members
Account managers (sales reps
with enhanced market access
knowledge/skills)
Market access account manager in
collaboration with other functions
(integrated approach)
• A 2011 survey by Executive Insight found that big pharma companies were generally much more
sophisticated than mid-sized pharma or biotech companies with regard to the organisation of market access.
Status observed in biotech and mid-sized pharma companies Status observed in big pharma companies

8. Better internal organisation of market access remains a high priority
6,8
10,8
14,9
18,9
23,4
23,4
29,7
36,5
40,5
47,3
0 10 20 30 40 50
Other
More support from senior management
Assistance in dealing with payers
Assistance with differing regional access needs
Better internal communication across business
functions
Improving internal skill sets
Better sources of data
Better operational integration between departments
Clearer external guidelines by payers
Earlier implementation of your market access
strategy
Solutions to Internal Market Access Challenges
Based on a 2015 survey of 133 pharma, biotech, medtech and diagnostics executives in the US and Europe.
Source: Quintiles-sponsored survey conducted by the Economist Intelligence Unit.

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Programme for the Day
08:30-09:00 Welcome
09:00-09:15 Opening Comments | Neil Grubert
09:15-10:00 Darwin’s Medicine: the Evolution of the
Life Sciences Industry and the Implications
for Market Access and Pricing Capabilities |
Prof. Brian D. Smith
10:00-10:30 Time to Reflect
10:30-10:45 Coffee Break

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Programme for the Day
10:45-12:00 Shaping Up for the Future: A Vision of
the Future of Strategic Pricing & Profit
Optimisation Capabilities |
Prof. Dr Florian Turk
12:00-12:15 Coffee Break
12:15-12:45 What Keeps Us Awake at Night? |
Alan Crowther
12:45-13:00 Closing Remarks from Our Moderator
Programme organised by EPP in collaboration with the
Founding Partner for Life Sciences activities,
Alliance Life Sciences