Gary Johnson & Sam Johnson
- Gary is the founder & Chairman of Inpharmation, Europe’s most respected pharma forecasting & pricing specialist consultancy, and the author of Sales Forecasting for Pharmaceuticals: An Evidence Based Approach and Value Pricing for Market Access: Evidence-Based Pricing for Pharmaceuticals.
- As Board Director and Head of Research and Development, Sam leads the development of forecasting and pricing technologies at Inpharmation.
- Gary and Sam have been involved in the pricing and/or forecasting of around half of the new molecular entity launches over the past 5 years.
Learn
- The concepts and language of pharma pricing and Market Access that confuse many executives.
- A helicopter view of pricing and Market Access systems in some of the largest pharma markets.
- Why setting prices and defending prices with health economics are not the same.
- How payers respond to your product’s profile: Measuring the strength of clinical profiles.
- Evidence-based techniques for getting the most accurate feedback when conducting payer research.
- How to analyse past payer behaviour to predict future pricing behaviour.
- The international pricing system: Correctly predict its impact on your prices around the globe.
- How to implement a pricing and Market Access strategy and what to do when you run into trouble.
Additional Benefits
- You will leave with a collection of techniques and principles that you can implement immediately.
- Receive Gary’s book 'Value Pricing for Market Access: Evidence-Based Pricing for Pharmaceuticals'.
Why You Should Attend
The Content: The focus is on techniques and approaches that have been proven to work best. Concepts are explained in simple, non-mathematical terms and concrete examples are used rather than vague concepts. Since you will mix with a very international audience, you will learn from your peers about pricing & reimbursement systems in their markets. Delegates leave with a collection of techniques and principles that they can implement easily and immediately.
The Experts: Gary Johnson is Europe's most respected pharma forecasting & pricing expert and has authored the industry’s most authoritative books on pharma forecasting and pricing. Gary and Sam are respectively the founder & Chairman and the Head of Research and Development at Inpharmation, a specialist consultancy that has been involved in the pricing and/or forecasting of around half of the new molecular entity launches over the past five years.
They have trained 1000s of executives around the world. The presentations are constantly tweaked according to delegate feedback. They have thus evolved over the years so they are easy to understand and consistently get very high customer feedback scores.
The How to Price Better than Your Competitors: Essential Insights, Principles & Techniques for Successful Market Access course is the only available public training course delivered by Gary Johnson and Sam Johnson on the topic of pricing.
Agenda of the How to Price Better than Your Competitors: Essential Insights, Principles & Techniques for Successful Market Access course
For start and end times, please check Dates & Locations below.
Day 1
Welcome & General Introduction (~15 min) |
Understand “Pricing Power” and Payer Types (~45 min) |
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Understand the Pricing Terms and Pricing Concepts that Most People in the Pharma Industry Get Wrong (~45 min) |
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A Simple But Powerful Scheme to Allow You to Classify National Pricing and Market Access Systems Around the World (~45 min) |
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| Lunch Break |
Health Economics: When Does/Can It Inform Pricing Decisions (~1 h 15 min) |
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How to Quantify the Clinical Benefit of Your Product - Learn Whether You Have Pricing Power (~1 h 15 min) |
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Close |
Day 2
Why Most Pricing Surveys Mislead, and How to Improve Them (~1 h 15 min) |
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Finding Patterns in Payer Behaviour to Predict Market Access Using Artificial Intelligence, Machine Learning and Econometrics (~1 h 15 min) |
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| Lunch break |
Understanding the International Pricing System (~45 min) |
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Implementing a Pricing Strategy to Boost the Pricing Maturity of Your Company (~1 h 30 min) |
|
Final Discussion and Wrap-up (~15 min) |
Close |
>> Click here if you wish to receive the PDF brochure of this course
Learning Methodology
This pricing training for the pharmaceutical industry optimally alternates interactive lectures with exercises in groups of 3-5 delegates.
One of the most valuable aspects of attending any CELforPharma 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.
 | The typical audience size of our courses ranges from 6 to 20 (max) participants. |
Who Should Attend?
- Market Access executives who want to understand and predict how price affects market access.
- Newly appointed pricing executives who want to learn the techniques and approaches that have been proven to work best for pharmaceuticals.
- Experienced pricing managers who want a broad rather than deep review of payer types, price research/modelling techniques, implementation essentials etc. to ensure their inventory of knowledge and techniques are current.
- Executives from regulatory affairs who want to understand how product labelling affects price.
- Executives from government affairs who want to understand how real-world budget issues affect pricing.
- Marketing and commercial executives who want to build pricing and market access into their marketing plans.
- Health economists who need to understand where economics fits into pricing and market access.
- Forecasters who want to know how to build market access into their forecasts.
- Finance executives who need to understand the pharma pricing mechanisms.
- R&D executives who need to develop clinical profiles for optimal market access and pricing.
- Strategists and portfolio executives who need a rounded view of a products volume and pricing prospects.
As this course is delivered by Gary Johnson and Sam Johnson of Inpharmation, a leading specialist in evidence based insights for the pharma Industry, executives from other professional service agencies should request approval prior to registering for this course. Please contact Annelies Swaan, Director Business Operations, for more information (aswaan@celforpharma.com, tel +32 (0)2 709 01 42).
Past Participants
Below is a non-exhaustive list of past participants who have benefited from attending this course.
Job Title | Company | Country |
|---|---|---|
| Pricing Manager | Abbott | Russian Federation |
| Global Market Access Manager | Almirall | Spain |
| Head of Price Management and Analytics | Amgen | Switzerland |
| Associate Director Market Access | Astellas | Netherlands |
| Global price and reimbursement director | AstraZeneca | Sweden |
| Senior Manager Market Access & HE EMEA Hospital Products | Baxter | Switzerland |
| Vice President, Chief of Staff to Head of Europe & Canada | Biogen | United States of America |
| Head Market Access & External Affairs | Boehringer Ingelheim | Netherlands |
| Market Access Specialist | Celgene | Switzerland |
| Director Health Care Policy & External Affairs (CEU) | CSL Behring | Germany |
| Pricing & Access Intelligence Associate | Galderma | France |
| Global Pricing & Market Access | Gilead | United States of America |
| Senior Manager Strategic Pricing | GlaxoSmithKline | Belgium |
| Head of Market Access | Gruenenthal | Germany |
| Business Development Manager | Helsinn | Switzerland |
| Director Government Affairs EMEA | Johnson & Johnson | Belgium |
| Pricing, Reimbursement and Access Manager | Lilly | Serbia |
| Health Economist | Merck Group | United Kingdom |
| Manager Pricing & Reimbursement | Merck Sharp & Dohme | Germany |
| Director Strategic Planning | Novartis | Switzerland |
| Field Market Access Specialist | Novo Nordisk | Islamic Republic of Iran |
| Pricing and Co-payment Lead | Pfizer | Russian Federation |
| Global Pricing and Market Access Director | Pierre Fabre | France |
| Regulatory Affairs Manager | Roche | Egypt |
| Corporate Affairs Coordinator | Sanofi | Turkey |
| Director, Pricing and Reimbursement Analytics | Shire | Switzerland |
| National Market Access Manager | Takeda | Switzerland |
| Government Affairs Manager | Teva | Turkey |
| International Brand Manager - New Products | Tillotts Pharma | Switzerland |
| Director Global Market Access - Patient Solutions Team in Epilepsy | UCB | Belgium |
| Director, Business Development & Licensing | Vifor Pharma | Switzerland |
Testimonials
Dates & Locations
All live online CELforPharma courses are hosted in Zoom.
Our face-to-face courses take place at the Courtyard Marriott Brussels Hotel (Avenue des Olympiades 6, 1140 Brussels, Belgium), a top-class business hotel which is located 15 minutes from Brussels National Airport by complimentary hotel shuttle or taxi and 30 minutes by taxi from Brussels South train station (Thalys, TGV, Eurostar).
10-11 October 2023, face-to-face in Brussels
Day 1: 10:00 - 17:00 CET (Brussels/Amsterdam/Paris)
Day 2: 09:00 - 15:30 CET (Brussels/Amsterdam/Paris)
7-8 December 2023, live online
Day 1: 10:00 - 16:00 CET (Brussels/Amsterdam/Paris)
Day 2: 10:00 - 16:00 CET (Brussels/Amsterdam/Paris)
Hotel Booking Assistance
Having built a strong relationship with the Courtyard Marriott Brussels Hotel, CELforPharma 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 Kealeigh Steel, Senior Programme Coordinator (kealeigh.steel@celforpharma.com, tel +32 (0)2 709 01 45).
Included in the Registration Fee - for the live online course
- Access to a small-class (max 20 participants), expert led course in real-time, using an interactive platform for break-out rooms, whiteboard exercises, polling, plenary discussions and chats.
- Course material, which will be provided to you in both digital format (by email) and in hard copy (by post, so you can make notes during the course).
- Certificate of attendance signed by the experts and CELforPharma.
- Book “Value Pricing for Market Access: Evidence-Based Pricing for Pharmaceuticals” by Gary Johnson.
Included in the Registration Fee - for the face-to-face course
- Participation in a small-class (max 20 participants), expert led face-to-face course with interactive group exercises and plenary discussions. You will have the opportunity to meet the expert(s) and discuss your own projects/issues during the breaks.
- Course material, which will be provided to you in both digital format (by email) and in hard copy (so you can make notes during the course).
- Coffee, tea & refreshments during the course.
- Informal networking lunch.
- Group dinner in the evening of Day 1.
- Certificate of attendance signed by the experts and CELforPharma.
- Book “Value Pricing for Market Access: Evidence-Based Pricing for Pharmaceuticals” by Gary Johnson.
Group Discounts
Team discounts can be offered to 3 or more delegates from the same company.
Contact Annelies Swaan, Director Business Operations, (aswaan@celforpharma.com) for more details.
How to Register
- Click the "Register Here" button on this page.
- Choose a course date, then fill out your personal details and company / invoicing details.
- Choose to pay via bank transfer or by credit card (through a secure payment link, which you will receive together with the invoice).
- Click "Confirm Registration". You will be sent an automatic email confirming your registration followed by a personal email containing an invoice and further payment instructions.
For assistance in registering, raising a PO or invoicing, please do not hesitate to contact Kealeigh Steel.
(email: kealeigh.steel@celforpharma.com or call: +32 2 709 01 45)
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 3 weeks prior to the event, to another course of the same value held within one year of the original course date.
Registration Cancellation
- Less than 14 days prior to the course date: registrant liable to pay the full invoiced registration fee.
- Between 15 and 30 days prior to the course date: registrant liable to pay 50% of the invoiced registration fee.
- More than 30 days prior to the course date: registrant liable to pay a cancellation fee of € 450 per registrant.
- If a registrant postpones his/her participation to a future course, and cancels again, no refund can be claimed for registration fees.
Course Dates & Fees *
Register HereCourse Dates & Fees *
Live online 
Benefits of CELforPharma’s live ONLINE courses:- The formal programme is as impactful as a face-to-face course thanks to the highly interactive format (using breakouts, polls, quizzes …).
- No travel and accommodation expenses.
- You can attend the course from the comfort of your own office or home.
- We send you course materials by post so that you can make notes and fully engage with the course content.
or Face-to-face Benefits of CELforPharma’s FACE-to-FACE courses:- You have the unique opportunity to interact 1:1 with the expert(s).
- Plenty of opportunity for informal 1:1 and group interactions with your international peers to exchange experiences, to discuss issues and to network.
- Face-to-face interactions allow for more depth during Q&As and group work.
- You can step away from your daily routine in the office and enjoy a more focused learning experience in a comfortable business hotel environment.
- The formal programme is as impactful as a face-to-face course thanks to the highly interactive format (using breakouts, polls, quizzes …).
- No travel and accommodation expenses.
- You can attend the course from the comfort of your own office or home.
- We send you course materials by post so that you can make notes and fully engage with the course content.
- You have the unique opportunity to interact 1:1 with the expert(s).
- Plenty of opportunity for informal 1:1 and group interactions with your international peers to exchange experiences, to discuss issues and to network.
- Face-to-face interactions allow for more depth during Q&As and group work.
- You can step away from your daily routine in the office and enjoy a more focused learning experience in a comfortable business hotel environment.
(until 25/08/2023)
(until 03/11/2023)
Related Courses
Does your team need training or do you have questions regarding this course?
Contact Annelies Swaan on +32 (0)2 709 01 42 or send an email
Course Dates & Fees *
Live online Benefits of CELforPharma’s live ONLINE courses:- The formal programme is as impactful as a face-to-face course thanks to the highly interactive format (using breakouts, polls, quizzes …).
- No travel and accommodation expenses.
- You can attend the course from the comfort of your own office or home.
- We send you course materials by post so that you can make notes and fully engage with the course content.
or Face-to-face Benefits of CELforPharma’s FACE-to-FACE courses:- You have the unique opportunity to interact 1:1 with the expert(s).
- Plenty of opportunity for informal 1:1 and group interactions with your international peers to exchange experiences, to discuss issues and to network.
- Face-to-face interactions allow for more depth during Q&As and group work.
- You can step away from your daily routine in the office and enjoy a more focused learning experience in a comfortable business hotel environment.
- The formal programme is as impactful as a face-to-face course thanks to the highly interactive format (using breakouts, polls, quizzes …).
- No travel and accommodation expenses.
- You can attend the course from the comfort of your own office or home.
- We send you course materials by post so that you can make notes and fully engage with the course content.
- You have the unique opportunity to interact 1:1 with the expert(s).
- Plenty of opportunity for informal 1:1 and group interactions with your international peers to exchange experiences, to discuss issues and to network.
- Face-to-face interactions allow for more depth during Q&As and group work.
- You can step away from your daily routine in the office and enjoy a more focused learning experience in a comfortable business hotel environment.
(until 25/08/2023)
(until 03/11/2023)