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Case Study:

Market Access

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Client:

A clinical-stage gene therapy company based in San Diego focused on the discovery and development of innovative medicines for the treatment of serious diseases across the areas of Oncology, Neurology, Ophthalmology and Hematology.

Key Issues:

As a smaller clinical stage organization, our client had limited Medical Affairs, HEOR and Market Access capabilities. The Head of Medical Affairs had an aggressive workload of projects to complete for the year and did not have sufficient headcount. Additionally, they had not yet identified a Market Access head and were in need of SME guidance on project strategy and execution. The company issued a general RFP to several consulting organizations requesting a flexible project structure that entailed strategic guidance, tactical execution and the ability to scale as company approached commercialization.

Solution:

After a thorough bid defense process, BioPoint was awarded the business. Following several project scoping calls from our in-house Market Access SME, BioPoint worked directly with the Medical Affairs head to develop project timelines, budgets and milestones to be approved prior to the commencement of the project. Metrics and KPI’s were also developed and monitored by Quarterly governance meeting with client, BioPoint Engagement Manager, and Project Leads.

The project team was comprised of The Market Access Lead with a counterpart specialized in HEOR. The two BioPoint consultants worked very closely with the client to develop a strategic direction for the function, provide implementation recommendation, additional resource decisions and later interview support for the new permanent head of Market Access. The support team was comprised of 1 Payer Strategy Lead, 2 Pricing & Reimbursement Specialist, 1 HEOR project manager and 1 Market Access manager.

Some of the key initiatives included:

    • Development of Payer plans to support product commercialization
    • Advisory board vendor selection, strategy, analysis and write up
    • Ad/hoc product pipeline due diligence
    • Strategic input on data collection & illustration techniques, guidance for client research surrounding global payers
    • Development of economic selling tools, payer value claims and payer/KOL objection & negotiation playbooks
    • Authored Global Value Dossiers and scientific manuscripts to support product value proposition and advise on publication strategy

Conclusion:

The client was able to benefit from BioPoint’s hybrid business model, retaining more control over their project team and budget rather than fully outsourcing the project to another vendor. As a result the client was able to get immediate support of experienced consultants to address short-term project needs and help scale the team for future success.