Principles of Pharma Market Access in Europe

By attending this course, you will:

	1	Grasp the full meaning of Market Access, its importance for optimizing product launches and its implications for the whole organization, 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 optimizing 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	Learn to use the concepts and techniques that have proven to be successful in influencing the market access decision-makers.
	6	Know how to effectively manage the organizational issues from global to local, from medical to marketing, etc.
	7	Gain expert insight and advice from an expert faculty with vast relevant cross-functional and multi-therapeutic experience from both industry and consultancy.

 

What sets Principles of Pharma Market Access in Europe apart?

The faculty: 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 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.

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 optimizing market access, such as health economics, business intelligence, health outcomes research, marketing communications and public affairs.

Managers in local marketing organizations with responsibility for optimizing 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 executives who participated in Principles of Pharma Market Access in Europe:

Country Manager Dermatology Business Line	A&D Pharma	Romania	testimonial
Manager Market Analysis	Almirall	Spain	testimonial
Director Contracts and Pricing	Amgen	Switzerland	testimonial
Senior Project Manager	Amgen	Netherlands
Manager Market Access & Maintenance	AstraZeneca	Netherlands
Country Division Head	Bayer Schering Pharma	Romania
European Product Manager	Bayer Schering Pharma	Germany	testimonial
Senior Manager Commercial Operations International	Biogen Idec	Switzerland	testimonial
Senior Director EMEA Customer Marketing & Marketing Operations	Bristol-Myers Squibb	France
Market Access Lead, Oncology	Bristol-Myers Squibb	France
EMEA Senior Director Market Research	Bristol-Myers Squibb	France
Corporate Affairs Manager	Chiesi	The Netherlands	testimonial
Global Medical Marketing Advisor & Market Access Manager	Chiesi	UK	testimonial
Chairman	eyeforpharma	UK	testimonial
Head of Metvix EMEA	Galderma	Belgium	testimonial
Ass. Director, International Commercial Planning & Operations	Gilead	UK	testimonial
Head of New Product Introduction	GlaxoSmithKline	Germany
Senior Brand Manager	GlaxoSmithKline	Belgium	testimonial
VP, Licensing & New Business Development	J&J	Belgium
Market Access & Governmental Affairs Manager	Janssen-Cilag	Greece	testimonial
Brand Group Manager	KRKA	Slovenia	testimonial
Market Access Manager	Lundbeck	Denmark
Director of Medical Science - Value and Access	Mundipharma Research Ltd	UK	testimonial
Market Access Manager	Mundipharma	Belgium	testimonial
Assoc. Director Strategic Pricing & Market Access	Novartis	Switzerland	testimonial
Global Project Medical Director Rotation Program	Novartis	Switzerland	testimonial
Head of Regional Clinical Strategy, Region Europe	Novartis	Switzerland	testimonial
Global Product Manager	Novo Nordisk	Switzerland	testimonial
Market Access Adviser	Novo Nordisk	Algeria	testimonial
Regional Pricing Manager	Novo Nordisk	Switzerland	testimonial
International Brand Manager	Nycomed	Denmark	testimonial
International Brand Manager	Nycomed	Switzerland	testimonial
International Product Manager	Pierre Fabre	France	testimonial
International Public Policy Manager	Roche	Switzerland
Product Manager	Sandoz	Turkiye
Senior Marketing Manager	Sanofi	France	testimonial
Marketing Director Temusi	Sanofi-aventis	France	testimonial
Senior Manager Market Access and Pricing	Sanofi-aventis	France
Market Access Director	Sanofi-aventis	France	testimonial
Corporate Affairs Director	Sanofi-aventis	Lithuania	testimonial
Senior Manager Commercial Operations	Tillotts Pharma	Switzerland	testimonial
Global Patient & Market Insight Associate Manager	UCB	Belgium

Programme outline of Principles of Pharma Market Access in Europe

On day 1 the course starts at 09:30h with a welcome coffee and ends on day 2 at 16:00h.

Day 1

Registration & Welcome coffee Welcome 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 payors? What are concerns of market access decision makers? The World of Payors What framework do payors operate in? What are the key stakeholder types in the different systems? How do payors control cost? Compare and contrast countries / systems. Country Systems - France System. Stakeholders. Issues/Hot topics. Country Systems - Germany System. Stakeholders. Issues/Hot topics. Country Systems - Italy System. Stakeholders. Issues/Hot topics. Country Systems - Spain System. Stakeholders. Issues/Hot topics. Country Systems - UK System. Stakeholders. Issues/Hot topics. Country Systems Exercise An exploration of the different types of system and their operation.

GROUP DINNER Day 2

Country Systems Exercise: Presentation Back of Group Work European Changes and New Funding Mechanisms Recap market access systems. How hospital funding mechanisms relate to market access. Risk Sharing. Future developments. 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. 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? Exercise: Developing a Market Access Plan Application of concepts to market access planning. Presentation Back of Exercise: Developing a Market Access Plan Closing Remarks

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.

Meet the experts: Lloyd Morgan and Mark Silvey

Lloyd Morgan is the General Manager of Adelphi Group. Lloyd has worked with Adelphi for over 19 years and has experience in communications, outcomes and marketing research. He is a member of Adelphi’s pricing consultancy team. Lloyd originally trained as an accountant and his previous experience includes involvement in the European launch of Tenormin when working with AstraZeneca. Lloyd is a member of the Market Research Society.

Mark Silvey is a Director at Adelphi Access and has worked with the pharmaceutical industry for 15 years.  He  provides strategic market access consultancy advice across a wide range of client and therapy areas to help clients understand and respond to the market access challenges that they are likely to face with their brands. Mark is responsible for leading international projects in market access and his previous experience encompasses market research, medical communications and strategic planning which enables him to deliver a wide strategic view of market access.

Dates

• 18-19 June 2013, London
• 26-27 September 2013, Brussels

Interested in additional dates?
Leave your email address to be kept informed:

Venue & Accommodation

18-19 June 2013, London

This course takes place at the Sofitel London Heathrow Hotel which has direct access to Terminal 5 via a covered walkway and Terminals 1, 2, 3  and Terminal 4 via courtesy Heathrow Express and connect rail connection. The hotel is only 21 minutes from Central London by train.

Sofitel London Heathrow Hotel
Terminal 5
London Heathrow Airport
TW6 2GD London
United Kingdom
Tel: +44 20 87 57 77 77
Fax: +44 20 87 57 77 88

We have secured preferential room rates at this hotel for our delegates. Registering three weeks or more prior to the course will secure your room at a preferential rate. Upon your registration, C.E.L.forpharma will send you a Hotel Accommodation Sheet to complete and send back.
Do not hesitate to contact Marie Stricklesse, Senior Programme Coordinator, if you need assistance in this matter. (marie.stricklesse@celforpharma.com; tel +32(0)27092241)

26-27 September 2013, Brussels

This course takes place at the Sheraton Airport Hotel & Conference Center which is situated opposite Brussels National Airport, literally at 2 minutes' walking distance from the arrival hall.

Sheraton Brussels Airport Hotel
Brussels National Airport
1930 Zaventem
Belgium
Tel: +32 27 10 80 00
Fax: +32 27 10 80 80

We have secured preferential room rates at this four-star hotel for our delegates. Registering three weeks or more prior to the course will secure your room at a preferential rate. Upon your registration, C.E.L.forpharma will send you a Sheraton Brussels Airport Hotel Accommodation Sheet to complete and send back.
Do not hesitate to contact Marie Stricklesse, Senior Programme Coordinator, if you need assistance in this matter. (marie.stricklesse@celforpharma.com; tel +32(0)27092241)

Registration fee

Team discounts are offered as of 3 or more registrations from the same company.

Leave your email address for further information:

 

18-19 June 2013 Course, London (ACC-13)		Price(*)
Registration after 3 May 2013		€2.970

26-27 Sep. 2013 Course, Brussels (ACC-14)		Price(*)
Registration before 9 August 2013		€2.670
Registration after 9 August 2013		€2.970

* (VAT excl.)

To register, please go to our online registration form.

Testimonials of Principles of Pharma Market Access in Europe

“I really enjoyed the course and quality of the dialogue and instruction. Thank you!”

Chad Pettit, Director Contracts and Pricing, Amgen - Switzerland (April 2013)

"Thank you very much for a very useful workshop! The course was very easy to follow for someone like me without prior market access knowledge yet there was enough depth to keep the more experienced fellow participants challenged. There was a good mixture between interactive presentations and practical group session. Lloyd and Mark are very engaging speakers, they are extremely competent in this field and provide real-world examples throughout the course."

Dr. Thomas Jaecklin - Global Project Medical Director Rotation Program, Novartis - Switzerland (April 2013)

"This course gave me insights, energy and fantastic ideas to continue my MA responsibilities in this changing, challenging and sometimes very 'black' healthcare environment."

Lies Delmulle, Market Access Manager, Mundipharma - Belgium (April 2013)

"Congratulations! The EU5 systems is really a key part of the programme. I really appreciated the comparative approach. I also liked very much the pragmatism in the MA plan session, very useful not to be only on concepts."

François Pajot, Senior Marketing Manager, Sanofi – France (December 2012)

“I thoroughly enjoyed the course because it provided good insight into the different healthcare systems and practical examples of how this could be applied, through the group work and break-out sessions. I will also be recommending colleagues to attend this course.”

Taiwo Fashola,  Head of Regional Clinical Strategy, Region Europe, Novartis – Switzerland (September 2012)

"For marketers this is a very beneficial course to better understand market access and the payer's perspective"

Chris Easton, Global Product Manager, Novo Nordisk – Switzerland (September 2012)

"Very interesting program providing a good overview of the European health systems and of market access with an excellent organisation"

Malik Mahdi Ait Yahia, Market Access Adviser, Novo Nordisk – Algeria (April 2012)

"With the current challenging and changing payers environment, everybody in R&D and commercial roles should attend this course. I did this course after the HE for non-HEs and the pricing course. This course ties the other 2 nicely together, I highly recommend doing all 3 courses."

Sen Yang, Director of Medical Science - Value and Access, Mundipharma Research Ltd - UK (April 2012)

"The interesting dimension of this course is that you learn to think as a payer. The framework for structuring internal market access activities is also of very high value and I look forward to use it. I can recommend the course to everybody confronted with market access."

Patrick Van Hooydonk, Head of Metvix EMEA, Galderma – Belgium (April 2012)

“I found the trainers very knowledgeable who possess both technical skills and a real world approach for translating complex information into practical and useful tools considering the various different needs and backgrounds of those in attendance. I found it to be a great course.”

Signe Reidla, Senior Manager Commercial Operations, Tillotts Pharma – Switzerland (October 2011)

"C.E.L.forpharma's The Pharma Market Access Course was very useful because it was a lot of information with examples that help to understand. I will definitely recommend it!"

Sabine Massias, International Product Manager, Pierre Fabre – France (October 2011)

"The "experts" (Lloyd Morgan and Mark Silvey) are truly experts and they were able to convey their expertise to the heterogeneous audience in a confident and engaging way."

Vitor Papão, Ass. Director, International Commercial Planning & Operations, Gilead – UK (October 2011)

"This course gives you a good overview of the European market and international challenges for reimbursement. I learned a lot about thinking differently and approaching the payers in another way."

Remco Hofman, Corporate Affairs Manager, Chiesi – The Netherlands

"Very informative and interesting programme, providing practical information on Market Access."

Vasileios Pavlopoulos, Market Access & Governmental Affairs Manager, Janssen-Cilag – Greece

"Very interesting market access training for the pharmaceutical industry!"

Sandra Pisek, Brand Group Manager, KRKA – Slovenia

“Comprehensive, enjoyable and valuable pharma market access event. Recommended!”

Paul Simms, Chairman, eyeforpharma - UK

"You are so keen on making sure our expectations are fulfilled, and this is what matters to me."

Alvar Paz, International Brand Manager, Nycomed – Switzerland

“Excellent course for a marketeer who has a new product to launch.”

Nini Liu-Péré, Global Brand Leader, Ipsen – France

“The Pharma Market Access Course is a very good and unique course, the speakers are experts with obvious experience.”

Sherif Abaza, Market Access & Governmental Affairs Manager, Novartis - Egypt

“Lloyd Morgan and Konrad Wallerstein make for a very strong faculty gifted with a superior level of knowledge on optimizing pharma market access. Many thanks!”

Ulf Ericsson, International Brand Manager, Nycomed - Denmark

“The Pharma Market Access Conference by C.E.L.forpharma in Brussels was a high quality training event facilitated by true experts with a down-to-earth approach. Lots of  structured information … and the chance to learn from the presenters as well as from other participants  either through interesting questions or through the workshop interactions.”

Cornelia Rendler, Senior Manager Commercial Operations International, Biogen Idec – Switzerland

“The Pharma Market Access Course is extremely useful for marketing executives who want to understand more about the key elements to take into account when building a pharma market access strategy and to get a very complete and understandable view of the HC systems in the top 5 European countries. The level of expertise of the speakers is very high!”

Virginie Berel, Marketing Director Temusi, Sanofi-aventis - France

“Excellent beginners training! Good presentation of the market access field environment. Well mapped situation.”

Samuel Gwed, Clinical and Outcome Research Expert - Belgium

"The Pharma Market Access Course helped greatly to accelerate my learning curve journey!"

Shishir Patel, Global Medical Marketing Advisor & Market Access Manager, Chiesi – UK

“This was an excellent course for those new to European health systems. The Pharma Market Access Course should be mandatory for everyone touching payer related issues!”

Eric Peress, Assoc. Director Strategic Pricing & Market Access, Novartis – Switzerland

"Professional environment, highly experienced lectors and a lot of relevant examples."

Catalin Radu, Country Division Head, Bayer Schering Pharma – Romania

"The Pharma Market Access Course provides those who are new to Health Economics and Market Access with comprehensive yet easy to understand content on market access. This course is enriched with exercises and real pharma cases. Thank you!"

Dalya Heper, European Product Manager, Bayer Schering Pharma – Germany

"It is good to have a good overview of what market access is / means. All internal stakeholders could attend this training."

Sophie Bocchino, Market Access Director, Sanofi-aventis – France

"I fully recommend The Pharma Market Access Course to have a better understanding of the role of market access within your organisation."

Marta Rubio, Manager Market Analysis, Almirall - Spain

"The program provides a very structured understanding of market access concept integration into strategic development plans. Favourable not only for global but for local perspective as well. "

Jura Smilgaite, Corporate Affairs Director, Sanofi-aventis - Lithuania

"Much better than other events I attended. Very good overall impression. Very good discussion on where market access should be located."

Peter Sajosi, Regional Pricing Manager, Novo Nordisk - Switzerland

"Very useful as an introduction to Market Access! Thanks very much!"

Rhett Cooper, Senior Brand Manager, GSK Biologicals - Belgium

Tips & Insights from Lloyd Morgan & Mark Silvey

• Not only is Market Access increasingly important, it also requires a new approach!
• Do you have an effective market access planning process in place for new brands?
• What is exactly the relationship between value and price and how does this affect market shares in the new market environment?

 

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