Payer Negotiation Training
Negotiating pricing and reimbursement is challenging. It demands a robust understanding of the value arguments and supporting evidence. Not to mention confidence and fluency in communicating them.
Being aware of any gaps in the evidence makes it easier to anticipate and address difficult questions from payers.
RJW&partners’ payer negotiation training helps global, national and local teams prepare to present and defend a product’s value.
Payer negotiation training workshops for three products during the COVID-19 pandemic
Our client needed to prepare market access leads for upcoming payer negotiations across a range of therapy areas for three high-priority products, two of which were new orphan drug launches.
READ THE CASE STUDY HERE
WHERE WE FIT IN
What does effective payer negotiation training look like?
CHALLENGE FOR SUCCESS
Negotiation training needs to challenge affiliate sales teams. But it also needs to boost their confidence that they can achieve the desired results.
Effective training involves building a constructive and inspiring environment to pressure-test value arguments before going live.
At RJW&partners, we work with current or former payers – including our own experts - to help affiliates practice and prepare.
We also use payer-panels to help global brand teams test ideas before rolling them out.
HOW WE STAND OUT
Our training is structured to meet your needs, whether you’re considering global value arguments or country-specific propositions.
We offer general negotiation skills support alongside product-specific exercises.
Working with you, we develop the training agenda and schedule that best supports you and your teams.
This helps you in effectively communicating with payers and price-sensitive audiences, wherever they’re based.
Development and facilitation of a payer negotiation training workshop to support ambitious pricing objectives
Client feedback highlighted that, following the workshop, participants felt that they were in a stronger position to engage with local payers and achieve their pricing and market-specific objectives.
Additionally, their depth and breadth of knowledge about the clinical aspects of the product and company strategy were improved. The client also appreciated the opportunity to practice presenting and handling objections, and for the support provided by the RJW&partners team.