Emerging Enterprises Committee Webinar
Identifying and Navigating Price and Access Hurdles
in Licensing and Sales/Acquisitions for Early Stage Assets in the Life Sciences
Monday, January 14, 2019
12:00 - 1:00 p.m. (Eastern)
11:00 a.m. - 12:00 p.m. (Central)
10:00 - 11:00 a.m. (Mountain)
9:00 - 10:00 a.m. (Pacific)
Even for innovative assets such as the PCSK9s, access can be restricted impacting the expected utilization. Or payers can provide access but patients, such as those on Medicare Part D, are not willing to pay the out-of-pocket for coinsurance which can top 33% on the specialty tier.
Because of these and other market access risks in valuations, investors and potential licensees are now routinely engaging consultancies to independently assess pricing and access assumptions and estimates of gross to net for investments, even in early stage assets.
While much of the focus has been on price, it is the value which is the responsibility of the emerging enterprise to identify and then support with evidence prior to launch or much of the potential of the opportunity may be lost.
The objectives of this webinar are to:
- Describe how and when to characterize the market access landscape and assess price and access in the partnering process
- Identify a process to develop initial market access evidence to support partnering and commercialization
The content will:
- Identify reimbursement hurdles
- Discuss risk assessment of these hurdles in the valuation of the asset
- Share trends that show pricing and access will be more challenging in the future
- Describe a general market access assessment process based on the stage of the asset
- Provide guidance on assessing the market access evidence of a seller
- Provide questions to ask of value and access consultancies which you are evaluating for support of your assets
- Present examples of case histories
- Answer your questions submitted on-line
Paul Gallagher, President, Compass Strategic Consulting
Paul Gallagher, President of Compass Strategic Consulting, has over 40 years in healthcare that is characterized by its breadth and extensive experience in the development and commercialization of innovations. He has been a member of LES for over fifteen years, co-chair of the Connecticut Chapter, and presented at annual LES conferences and chapter meetings.
Before founding Compass in 1994, Paul worked for legacy companies of Novartis (Ciba-Geigy), Sanofi (Merrell Dow) and Pfizer (Wyeth), holding positions of increasing responsibilities in marketing research, product management, sales management and executive commercial management, including Vice President of Global Marketing.
Compass specializes in global market access intelligence and strategies. Compass provides pricing, value, and access assessments and strategies in the pharma, biotech, and diagnostic sectors.
Paul holds a BA in economics from Columbia University and an MBA in marketing from George Washington University.
He has been a member of the Faculty of the Drug Development Boot Camp at Harvard University from 2011 through 2016, moderated a panel on Commercialization and Reimbursement of Gene Therapies at the Genetic Rx Conference, and been a Panelist on What's Hot & What's Not in Gene Therapies for Rare Disorders, Webinar sponsored by BIO.
In May 2017, he presented the results of a survey of 21 US payers to fuel a discussion at the ISPOR International Meeting by noted US and UK payers on A Comparative US-UK Perspective to Debate the Role of the US Health System in the Development and Implementation of Value Frameworks.