A 2-Day Training Course Delivered By
Nick ProctorMark Silvey

Dr. Nick Proctor & Mark Silvey

  • Senior consultants with the Adelphi Group, a group of specialist companies that uniquely embraces all the disciplines that integrate into Market Access.
  • This expert faculty combines a unique blend of expertise and experience of all strategically vital aspects in market access optimisation.

By Attending This Course, You Will

  1. Grasp the full meaning of Market Access, its importance for optimising product launches and its implications for the whole organisation, from phase II up to post-launch.
  2. Learn to integrate market access concepts into clinical and brand marketing plans.
  3. Have a good understanding of the differences across the healthcare systems in Europe (EU-5) with respect to optimising market access for your brands.
  4. Gain insight into how stakeholders - and which ones! - impact on the success of your brand along its lifecycle.
  5. Know how to develop a Market Access Plan from early phase II up to post-launch, including all tactical components.
  6. Learn to use the concepts and techniques that have proven to be successful in influencing the market access decision-makers.
  7. Gain expert insight and advice from an expert faculty with vast relevant cross-functional and multi-therapeutic experience from both industry and consultancy.

 

Why You Should Attend

The Content: In this programme, in addition to providing you with a thorough understanding of market access concepts and tools and the key stakeholders involved, we will share concrete examples and show how market access should be integrated in your clinical and brand plans.

The Experts: The faculty has lived the experience of integrating market access issues into commercial and clinical plans. They have advised multiple companies on market access and pricing strategies at global and local levels. Together, they encompass the broad cross-functional expertise that is required to effectively build market access into clinical and brand plans.

The Principles of Pharma Market Access in Europe course is the only available public training course delivered by Nick Proctor and Mark Silvey on the topic of market access.

Agenda

 

Day 1

 

10:00

Welcome

10:30

What is Market Access

 

  • What do we mean by market access? What does it encompass?
  • Why is market access so important for pharma marketing?
  • Who are the payers?
  • What are concerns of market access decision makers?
11:30

Coffee Break

11:45

The World of Payers

 
  • What framework do payers operate in?
  • What are the key stakeholder types in the different systems?
  • How do payers control cost?
  • Compare and contrast countries / systems
12:45Lunch

13:30

Country Systems - France

 
  • System
  • Stakeholders
  • Issues/Hot topics

14:15

Country Systems - Germany

 
  • System
  • Stakeholders
  • Issues/Hot topics
15:00Coffee Break

15:15

Country Systems Exercise: An Exploration of the Different Types of System and Their Operation

16:30

Country Systems - Spain

 
  • System
  • Stakeholders
  • Issues/Hot topics

17:00

Country Systems - Italy

 
  • System
  • Stakeholders
  • Issues/Hot topics

17:30

Wrap Up and Close

 

Group Dinner

 

Day 2

 

09:00

Country Systems - UK

 

  • System
  • Stakeholders
  • Issues/Hot topics

09:30

Country Systems - Discussion

10:00

How Payers Think

 
  • Understand the QALY and how it is used in payer decision making
  • What is the background and motivation of a typical payer?
  • National vs. regional vs. local payers
  • Typical pitfalls of value documentation
  • Guidelines for selecting the right comparator in clinical trials and communications
10:45Coffee Break

11:00

Hospital Funding Mechanisms and Risk Sharing

 
  • Recap market access systems
  • How hospital funding mechanisms relate to market access
  • DRG-based funding
  • Global activity-based funding
  • Risk Sharing: what it is – types of RS – implications
  • Future developments

11:45

Developing a Market Access Plan

 
  • How to effectively design a market access plan for your brand
  • Key elements to a market access plan
  • Internal contributors to the market access plan
13:15Lunch

14:15

Building Value into the Product Story

 
  • The concept of the minimum acceptable access profile
  • Building market access in from the start
  • Communicating value
  • Which kind of message for which stakeholder?
15:00Coffee Break

15:15

Exercise: Developing a Market Access Plan - Application of Concepts to Market Access Planning

15:45

Presentation of Exercise: Developing a Market Access Plan

16:00Closing Remarks

16:30

Close

 

Learning Methodology

This faculty is very experienced in leading interactive sessions and will actively engage participants in discussions. In addition, a short case study will be used to illustrate key parts of the theory.

Participants will take part in a group exercise on developing a Market Access plan which is designed to help you apply the concepts you learn.

One of the most valuable aspects of attending any C.E.L.forpharma course is not only being able to have your specific questions answered by a leading expert, but also having the opportunity to share experiences and have in-depth discussions with your international peers.

infoThe typical audience size of our courses ranges from 6 to 24 (max) participants.

Who Should Attend?

This Pharma Market Access introductory course is a must for international brand managers without formal training in this field, as well as for managers in functions that contribute to optimising market access, such as health economics, business intelligence, health outcomes research, marketing communications and public affairs.

Managers in local marketing organisations with responsibility for optimising market access in national markets will also benefit but they should be aware that the scope of this seminar is primarily international (global or regional).

 

Past Participants

Below is a non-exhaustive list of past participants who have benefited from attending this course.

 

Job Title

Company

Country

International Lead for Rheumatoid Arthritis - Health Economics and Outcomes ResearchAbbvieUSA
Marketing EMEA, Associate DirectorAlexionSwitzerland
Global Market Access ManagerALKDenmark
Senior Project Manager - Global Value, Access & Policy - Strategic Planning & OperationsAmgenSwitzerland
Commercial Area Manager Asia, Middle East & AfricaAOP OrphanUnited Arab Emirates
Head of Strategy Immunology BeneluxBaxaltaNetherlands
Senior Product Manager OncologyBayer Healthcare PharmaceuticalsGermany
Manager EU Government AffairsBiogenBelgium
Pricing and Health Economics SpecialistBoehringer IngelheimPoland
Director Customer Insight & Analytics EuropeBristol-Myers SquibbFrance
Director Health Care Policy & External Affairs (CEU)CSL BehringGermany
Business Intelligence Manager - EPBUEisaiUnited Kingdom
Market Intelligence AnalystFreseniusFrance
Director Medical Affairs EMEA MSGenzymeUSA
Senior Admin AssistantGileadUnited Kingdom
Head of Market AccessGruenenthalGermany
Director, Global Market AccessJanssenUSA
Global Patient Access Manager - CoE Value & AccessLEO PharmaDenmark
New Product Planning and Payor Strategy ManagerLillySpain
Market Development Manager Diabetes CEEMedtronicSwitzerland
Global Pricing Manager | Global Market Access & Pricing | General Medicine and EndocrinologyMerck GroupGermany
Market Access Early Products ManagerNovartisFrance
Global Product ManagerNovo NordiskSwitzerland
Senior European Brand Manager- Antiinfectives | European Specialty Asset TeamPfizerFrance
International Health Policy LeaderRocheSwitzerland
Legal CounselSanofiFrance
Training ManagerServierFrance
International Marketing LeadShireBelgium
Project Coordinator and Business Intelligence ManagerTakedaSwitzerland
Market Access Lead OncoCare & Womens Health EuropeTevaNetherlands

 

Testimonials

Dates & Locations

All C.E.L.forpharma courses are held in top-class four or five star hotels situated in easily accessible locations, either close to an international airport or near public transportation links in city centre locations.

  • 16-17 May 2017, Zurich

This course takes place at the Hilton Zurich Airport Hotel which is located just five minutes from Zurich Kloten Airport with the complimentary shuttle. Zurich’s vibrant city centre is located only a fifteen minutes’ drive away.

hilton_zurich.jpg

Address: Hohenbuehlstrasse 10, Opfikon-Glattbrugg 8152, Switzerland
Tel: +41 44 828 50 50
 

  • 3-4 October 2017, Brussels

This course takes place at the Parker Hotel Brussels Airport which is located 5 minutes from Brussels National Airport by complimentary hotel shuttle and 30 minutes by taxi from Brussels South train station (Thalys, TGV, Eurostar).

parker_hotel_brussels_airport.jpg

Address: Bessenveldstraat 15, 1831 Diegem, Belgium
Tel: +32 2 713 66 66
 

  • 5-6 December 2017, London

This course takes place at the Renaissance London Heathrow Hotel which is located on the perimeter of Heathrow Airport, a short taxi or bus journey from the terminal where the Heathrow Express service to Central London is also situated.

renaissance_london_heathrow.jpg

Address: Bath Road, Hounslow, TW6 2AQ, United Kingdom
Tel: +44 20 88 97 63 63
 

 

Hotel Booking Assistance

Having built a strong relationship with each hotel, C.E.L.forpharma has secured preferential room rates for our delegates who book their accommodation three weeks or more prior to the course. Upon your registration, we will help you make your hotel booking. For any assistance in this matter please do not hesitate to contact Sarah Nissen, Programme Coordinator (sarah.nissen@celforpharma.com, tel +32 (0)2 709 01 46).

Included in the Registration Fee

  • Course Material (Digital & Print Versions)
  • Coffee, Tea & Refreshments During the Course
  • Lunch During the Course
  • A Group Dinner on the First Day
  • Certificate of Attendance Signed by the Experts

 

Group Discounts

Team discounts can be offered to 3 or more delegates from the same company. Contact Annelies Swaan, Head of Business Operations, (annelies.swaan@celforpharma.com) for more details.

 

How to Register

  1. Click the "Register Here" button on this page.
  2. Choose a course date, then fill out your personal details in step 1 and company / invoicing details in step 2.
  3. Choose to pay via bank transfer / invoice or by credit card.
  4. Click "Confirm Registration". You will be sent an automatic email confirming your registration followed by a personal email containing a pro-forma invoice and further payment instructions.

For assistance in registering, raising a PO or invoicing, please do not hesitate to contact Britt De Cat.
(email: britt.decat@celforpharma.com or call: +32 2 709 01 44)

 

Transfer & Cancellation Policy

Flexible Transfer

  • If a registrant cannot attend the scheduled course, he/she can avoid any cancellation charge by sending a suitable replacement participant.
  • Alternatively, the registrant can transfer once on a “space available” basis at no extra cost, until 1 week prior to the event, to another course held within one year of the original course date.

Participant Cancellation

  • Cancelling 5 weeks or more prior to the course: cancellation fee of €250.
  • Cancelling 4 to 3 weeks prior to the course: 25% of the invoiced registration fee.
  • Cancelling 14 to 7 working days prior to the course: 50% of the invoiced registration fee.
  • Fewer than 7 working days or if no notification received: registrant liable to pay invoiced registration fee.
  • If a registrant postpones his/her participation to a future course, and cancels again, no refund can be claimed for paid registration fees.

Related Courses