Benefiting from Expanding Engagement and Developing Partnerships with Payers

June 2013

The current drug development paradigm and the way new medicines are being assessed and rewarded are undergoing a transformation, the drivers of which are mixed and complex. These drivers can be broadly characterised as affecting: (1) the R&D process, especially in terms of the evidence required for regulators, payers and health technology assessment (HTA) bodies and (2) how payers are rewarding new, successful medicines, using more innovative, performance-based risk-sharing agreements (PBRSAs) and other pricing schemes. At the same time, the decision-making power of public and private payers has grown. Payers in both high-income and emerging economies are increasingly interested in evidence of value by using HTA to inform health care resource allocation decisions. As a result, companies are increasingly engaging and partnering with payers throughout the product’s lifecycle, from development to commercialisation to post-launch.

Within this context, OHE Consulting was commissioned by a global, top-25 pharmaceutical company to undertake a ”gap” analysis looking at how the company’s approach to payer engagement and partnership compares with the approach used by other companies and that suggested in the literature. OHE supplemented its existing expertise with interviews with key payers and detailed information from the company on how it engages with payers. We offered recommendations on how to improve this engagement. The recommendations have been used by the company to re-think their strategy and priorities on how to better engage and partner with payers.

The content and posting of this case study have been explicitly approved by the client.


To learn more about OHE Consulting’s services, please contact Dr Jorge Mestre-Ferrandiz  • • +44 (0)20 7747 8860