Value Proposition Development and Communication
It is important to have a clear idea, as early as possible, of the unmet need your product may address. And of where it may fit into a particular therapeutic pathway.
Both are key to convincing payers and price-sensitive customers of your product’s value.
Equally critical is clear communication of that value story, both internally and externally.
RJW&partners helps build aspirational value propositions for products in development, and value dossiers for products that already have evidence from completed trials.
CASE STUDY 11
Development and validation of an orphan drug’s payer value story for a form of dysmorphic short stature
A mid-sized biotech client sought to develop and validate a payer value proposition for a first-in-class drug indicated for a rare form of dysmorphic short stature.
READ THE CASE STUDY HERE
WHERE WE FIT IN
Creating and testing value propositions
AN ITERATIVE PROCESS
Ensuring your product directly addresses payers’ interests, as well as those of patients, is a critical determinant of success. Developing a value proposition helps clarify your product’s attributes and support clinical trial design.
Building a value proposition is an iterative process. Testing how different aspirational value messages resonate with payers helps refine the communication strategy.
Testing value messages can also provide realistic assessments of upside and downside risk.
HOW WE STAND OUT
RJW&partners’ in-house experts, supported by a wide network of pricing and market access specialists, develop clear, well-communicated payer value propositions.
These include classic Global Value Dossiers that provide detailed information suitable for pricing and reimbursement submissions. As well as PowerPoint-based tools to clearly and quickly convey key messages.
These support market access teams in anticipating and addressing likely payer challenges.
For external stakeholders, we also offer unique insights that will help to communicate value, including ‘objection handling’ tools, usually in an interactive format.
Development of European payer value stories and communication tools for two products treating a rare bleeding disorder
A global biotech client needed to develop an EU payer value story and communication tool for two products indicated for the treatment of rare bleeding disorder.
RJW&partners has supported multiple projects for the products and was able to provide deep product level and therapeutic area expertise.