Market Access Essentials for Business Development & Clinical Strategy
With Dr Irina Staatz & Eugenio Rizello
Course Details
THE CONTENT
Market access requirements are often addressed too late in business development (BD) or clinical strategy, leading to flawed decisions with negative business consequences. In today’s payer-driven environment, early integration of access insights and pharmacoeconomic data is essential to inform successful BD decisions and clinical development strategies.
This course offers a practical overview of market access and its application in business development and clinical strategy decisions. You’ll gain essential knowledge of payer expectations and HTA systems in Europe, and learn how access-related data should inform strategic decision-making. Through real-world examples and interactive group work, you’ll be equipped to make access-aware decisions in business development and clinical strategy.
Whether you are evaluating your company’s pipeline assets or assessing in-licensing opportunities, this course enables you to align your strategy with market access requirements from day one.
THE EXPERTS
The faculty members for this course are experts from STAATZ BD & Market Access, a specialty consultancy at the intersection between business development, market access and drug development/regulatory.
Dr Irina Staatz
Founder of STAATZ BD & Market Access, President of the German Pharmaceutical Licensing Group, Board Member of the European Pharma Licensing Group, and President or Board Member respectively of two biotech companies.
She has held leading management positions in product development, international marketing, and business development in the international pharma industry. She also served as CEO for three biotechnology companies in Germany and in France. She has decades of experience in strategic and operative BD activities and has closed deals in excess of US$2.7 billion.
Eugenio Rizello
Market Access Director with about 10 years of experience in the life sciences industry and consulting, focusing on global pricing, reimbursement, and market access. He has led numerous projects covering a broad variety of indications, assessing P&R potential, identifying market drivers and barriers, and developing strategies for successful market entry across European markets.
Eugenio has held senior roles in Market Access and Health Economics & Outcomes Research (HEOR) within leading life science consulting firms in the UK and Switzerland.
Irina and Eugenio will be joined by Antje Smala
Principal Consultant Market Access with 25+ years of experience in the pharmaceutical and medical device industry, as well as in consultancies. She has hands-on expertise in HEOR, HTA, reimbursement and pricing, clinical and economic evidence generation, and health economic modelling.
Antje has experience working in public and private payer systems across EU, US, and APAC. In her last role she built and led the Corporate Health Economics and Market Access function of an international medical device company.
THE AUDIENCE & INTERACTIVE LEARNING FORMAT
This course is purposely designed for executives who make investment decisions about clinical-stage compounds. You will have the unique opportunity to discuss and learn from your international peers in the (bio)pharmaceutical industry who have similar roles.
Through a blend of expert-led teaching and interactive exercises, you will acquire new knowledge and learn new frameworks and tools to apply to real-life scenarios. The format includes case illustrations, interactive discussions, and hands-on group work. These activities are designed to provide you with the practical skills necessary to proactively integrate market access requirements into strategic decision-making.
If you are a consultant, please contact Annelies Swaan, who will check with the faculty whether you can attend.
Understand the fundamentals of market access, payer expectations, and HTA systems, and why they are critical for BD and clinical strategy.
Learn why and how pharmacoeconomic data should determine strategic decisions about clinical-stage compounds.
Identify what access-related data and supporting evidence are needed for commercial evaluations of R&D assets.
Discover how to craft compelling, evidence-based value stories tailored to licensing partners, investors, and other stakeholders.
Apply your knowledge in a hands-on exercise to assess the market and access readiness of a hypothetical early-stage asset.
| Welcome & Introductions (~15 min) |
| Understanding Market Access – Why BD & Clinical Need to Integrate It into Strategic Decision-Making (~45 min) |
|
| Essentials of Payer Requirements and HTA Frameworks in Europe (~1 h) |
|
| Common Access & Reimbursement Barriers (~30 min) |
|
| The Role of Pharmacoeconomics in Clinical Development and Market Access (~1 h) |
|
| Lunch Break |
| Plenary Discussion: Which Barrier is Most Underestimated in Your Experience? (~30 min) |
| Market Access Data Needs for Commercial Evaluation (~45 min) |
|
| The Value Story as a Partnering Tool to Support Licensing and Co-Development Decisions (~45 min) |
|
| Group Exercise: Asset Readiness Evaluation (~1 h) |
| In groups, participants will work through the TPP and clinical plan of a hypothetical early-stage asset. The objective is to identify gaps for HTA/partnering and the commercial viability of the asset, including pricing and reimbursement considerations. Each group presents its recommendations in plenary for discussion. The experts will provide feedback on each group’s recommendations. |
| Value Communication and Partnering (~45 min) |
|
| Wrap-Up and Key Takeaways (~15 min) |
UPCOMING DATES & FORMATS - FEES
21 November 2025
Live online (CET timing)
Early bird € 1 470
(until 17/10/2025)
(Full fee € 1 670)
TIMING & LOCATION
Live Online (CET): Zoom sessions between 9 AM and 5 PM CET (Brussels, Amsterdam, Paris time).
Live Online (EST): Zoom sessions between 8 AM and 4 PM EST (Eastern Standard Time).
Face-to-Face: Held at the Crowne Plaza Brussels Airport (Da Vincilaan 4, 1831 Brussels), between 9 AM and 5 PM CET. Preferential hotel rates available for participants.
All practical details will be shared upon registration. For any questions, please contact Margherita Mutto or call +32 472 03 11 38 .
GROUP DISCOUNTS
Team discounts can be offered to 2 or more delegates from the same company.
Email Annelies Swaan, Director Business Operations, for more details.
HOW TO REGISTER
Click the green “Register” button on your preferred course session.
The registration wizard will guide you through the process.Alternatively, download the offline registration form and send the completed form to Annelies Swaan.
PAYMENT OPTIONS
Credit Card: You’ll receive a secure payment link with your invoice (no immediate payment required).
Bank Transfer: Details provided with your invoice.
For help with registration, email Annelies Swaan or contact her by phone at +32 486 98 52 49.
INCLUDED IN THE REGISTRATION FEE
Access to a highly interactive, small-group online course (max 20 participants)
Course materials in both digital and hard copy format
Certificate of attendance signed by the experts and CELforPharma
VAT INFORMATION
Prices exclude VAT. VAT application depends on course format and your location:
Face-to-Face in Belgium: 21% Belgian VAT applies
Live online courses & self-study programme: The applicable VAT depends on your invoicing address. Contact your local VAT office for refund procedures where applicable.
TRANSFER & CANCELLATION POLICY
Flexible Transfer
If a registrant is unable to attend the scheduled course, they can avoid any cancellation charges by providing a suitable replacement participant.
Alternatively, the registrant may transfer once, on a 'space-available' basis and at no extra cost, to another course of the same value held within one year of the original course date, provided this is done at least three weeks prior to the event.
Registration Cancellation
Less than 14 days prior to the course date: The registrant is liable to pay the full invoiced registration fee.
Between 15 and 30 days prior to the course date: The registrant is liable to pay 50% of the invoiced registration fee.
More than 30 days prior to the course date: The registrant is liable to pay a cancellation fee of € 450 per registrant.
If a registrant postpones their participation to a future course and subsequently cancels again, no refund will be issued for the registration fees.
People attending this course are typically also interested in the below courses.
Need help to find the right course? Email Inge Cornelis (Director, Client & Product Projects) or call +32 473 65 15 77
Course Details
Dates & Locations
Upcoming Session
21 November 2025, Live online (CET timing)
Early bird € 1 470
(until 17/10/2025)
(Full fee € 1 670)
Prices are excl. VAT
THE CONTENT
Market access requirements are often addressed too late in business development (BD) or clinical strategy, leading to flawed decisions with negative business consequences. In today’s payer-driven environment, early integration of access insights and pharmacoeconomic data is essential to inform successful BD decisions and clinical development strategies.
This course offers a practical overview of market access and its application in business development and clinical strategy decisions. You’ll gain essential knowledge of payer expectations and HTA systems in Europe, and learn how access-related data should inform strategic decision-making. Through real-world examples and interactive group work, you’ll be equipped to make access-aware decisions in business development and clinical strategy.
Whether you are evaluating your company’s pipeline assets or assessing in-licensing opportunities, this course enables you to align your strategy with market access requirements from day one.
THE EXPERTS
The faculty members for this course are experts from STAATZ BD & Market Access, a specialty consultancy at the intersection between business development, market access and drug development/regulatory.
Dr Irina Staatz
Founder of STAATZ BD & Market Access, President of the German Pharmaceutical Licensing Group, Board Member of the European Pharma Licensing Group, and President or Board Member respectively of two biotech companies.
She has held leading management positions in product development, international marketing, and business development in the international pharma industry. She also served as CEO for three biotechnology companies in Germany and in France. She has decades of experience in strategic and operative BD activities and has closed deals in excess of US$2.7 billion.
Eugenio Rizello
Market Access Director with about 10 years of experience in the life sciences industry and consulting, focusing on global pricing, reimbursement, and market access. He has led numerous projects covering a broad variety of indications, assessing P&R potential, identifying market drivers and barriers, and developing strategies for successful market entry across European markets.
Eugenio has held senior roles in Market Access and Health Economics & Outcomes Research (HEOR) within leading life science consulting firms in the UK and Switzerland.
Irina and Eugenio will be joined by Antje Smala
Principal Consultant Market Access with 25+ years of experience in the pharmaceutical and medical device industry, as well as in consultancies. She has hands-on expertise in HEOR, HTA, reimbursement and pricing, clinical and economic evidence generation, and health economic modelling.
Antje has experience working in public and private payer systems across EU, US, and APAC. In her last role she built and led the Corporate Health Economics and Market Access function of an international medical device company.
THE AUDIENCE & INTERACTIVE LEARNING FORMAT
This course is purposely designed for executives who make investment decisions about clinical-stage compounds. You will have the unique opportunity to discuss and learn from your international peers in the (bio)pharmaceutical industry who have similar roles.
Through a blend of expert-led teaching and interactive exercises, you will acquire new knowledge and learn new frameworks and tools to apply to real-life scenarios. The format includes case illustrations, interactive discussions, and hands-on group work. These activities are designed to provide you with the practical skills necessary to proactively integrate market access requirements into strategic decision-making.
If you are a consultant, please contact Annelies Swaan, who will check with the faculty whether you can attend.
Understand the fundamentals of market access, payer expectations, and HTA systems, and why they are critical for BD and clinical strategy.
Learn why and how pharmacoeconomic data should determine strategic decisions about clinical-stage compounds.
Identify what access-related data and supporting evidence are needed for commercial evaluations of R&D assets.
Discover how to craft compelling, evidence-based value stories tailored to licensing partners, investors, and other stakeholders.
Apply your knowledge in a hands-on exercise to assess the market and access readiness of a hypothetical early-stage asset.
| Welcome & Introductions (~15 min) |
| Understanding Market Access – Why BD & Clinical Need to Integrate It into Strategic Decision-Making (~45 min) |
|
| Essentials of Payer Requirements and HTA Frameworks in Europe (~1 h) |
|
| Common Access & Reimbursement Barriers (~30 min) |
|
| The Role of Pharmacoeconomics in Clinical Development and Market Access (~1 h) |
|
| Lunch Break |
| Plenary Discussion: Which Barrier is Most Underestimated in Your Experience? (~30 min) |
| Market Access Data Needs for Commercial Evaluation (~45 min) |
|
| The Value Story as a Partnering Tool to Support Licensing and Co-Development Decisions (~45 min) |
|
| Group Exercise: Asset Readiness Evaluation (~1 h) |
| In groups, participants will work through the TPP and clinical plan of a hypothetical early-stage asset. The objective is to identify gaps for HTA/partnering and the commercial viability of the asset, including pricing and reimbursement considerations. Each group presents its recommendations in plenary for discussion. The experts will provide feedback on each group’s recommendations. |
| Value Communication and Partnering (~45 min) |
|
| Wrap-Up and Key Takeaways (~15 min) |
UPCOMING DATES & FORMATS - FEES
21 November 2025
Live online (CET timing)
Early bird € 1 470
(until 17/10/2025)
(Full fee € 1 670)
TIMING & LOCATION
Live Online (CET): Zoom sessions between 9 AM and 5 PM CET (Brussels, Amsterdam, Paris time).
Live Online (EST): Zoom sessions between 8 AM and 4 PM EST (Eastern Standard Time).
Face-to-Face: Held at the Crowne Plaza Brussels Airport (Da Vincilaan 4, 1831 Brussels), between 9 AM and 5 PM CET. Preferential hotel rates available for participants.
All practical details will be shared upon registration. For any questions, please contact Margherita Mutto or call +32 472 03 11 38 .
GROUP DISCOUNTS
Team discounts can be offered to 2 or more delegates from the same company.
Email Annelies Swaan, Director Business Operations, for more details.
HOW TO REGISTER
Click the green “Register” button on your preferred course session.
The registration wizard will guide you through the process.Alternatively, download the offline registration form and send the completed form to Annelies Swaan.
PAYMENT OPTIONS
Credit Card: You’ll receive a secure payment link with your invoice (no immediate payment required).
Bank Transfer: Details provided with your invoice.
For help with registration, email Annelies Swaan or contact her by phone at +32 486 98 52 49.
INCLUDED IN THE REGISTRATION FEE
Access to a highly interactive, small-group online course (max 20 participants)
Course materials in both digital and hard copy format
Certificate of attendance signed by the experts and CELforPharma
VAT INFORMATION
Prices exclude VAT. VAT application depends on course format and your location:
Face-to-Face in Belgium: 21% Belgian VAT applies
Live online courses & self-study programme: The applicable VAT depends on your invoicing address. Contact your local VAT office for refund procedures where applicable.
TRANSFER & CANCELLATION POLICY
Flexible Transfer
If a registrant is unable to attend the scheduled course, they can avoid any cancellation charges by providing a suitable replacement participant.
Alternatively, the registrant may transfer once, on a 'space-available' basis and at no extra cost, to another course of the same value held within one year of the original course date, provided this is done at least three weeks prior to the event.
Registration Cancellation
Less than 14 days prior to the course date: The registrant is liable to pay the full invoiced registration fee.
Between 15 and 30 days prior to the course date: The registrant is liable to pay 50% of the invoiced registration fee.
More than 30 days prior to the course date: The registrant is liable to pay a cancellation fee of € 450 per registrant.
If a registrant postpones their participation to a future course and subsequently cancels again, no refund will be issued for the registration fees.
People attending this course are typically also interested in the below courses.
Need help to find the right course? Email Inge Cornelis (Director, Client & Product Projects) or call +32 473 65 15 77