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.


  1. What Market Access means to the industry and the different categories of payers.
  2. The Market Access systems in France, Germany, Italy, Spain and the UK, and how to compare differences across the EU.
  3. The difference between hospital and retail/primary care decision making.
  4. Understand payers: Their drivers, their perspectives and decision-making processes.
  5. How to develop a Market Access Plan, from pre-phase II up to launch, including strategies and tactics.
  6. How to communicate value in your product story.
  7. How to optimise the Value Dossier to address various stakeholder needs.

Additional Benefits

  • Receive clear schematic overviews of the EU5 national Market Access systems as a resource to reference in your daily work.
  • Theoretical concepts and frameworks are put into practice through real world exercises that prompt thought processes and discussions.


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 of the Principles of Pharma Market Access in Europe course


Day 1





What is Market Access


  • What do we mean by market access? What does it encompass?
  • Why is market access so important across the full life cycle of a pharma product?
  • Payers: who are they and how are they organized?
  • What are concerns of market access decision makers?

Coffee Break


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


Country Systems - France

  • System
  • Stakeholders
  • Issues/Hot topics


Country Systems - Germany

  • System
  • Stakeholders
  • Issues/Hot topics


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

  • Understand the decision-making challenges that payers are facing and how this impacts your product
15:00Coffee Break


Country Systems - Spain

  • System
  • Stakeholders
  • Issues/Hot topics


Country Systems - Italy

  • System
  • Stakeholders
  • Issues/Hot topics


Wrap Up and Close


Group Dinner


Day 2



Country Systems - UK


  • System
  • Stakeholders
  • Issues/Hot topics


Country Systems - Discussion


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


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


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?
15:00Coffee Break


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


Presentation of Exercise: Developing a Market Access Plan

16:00Closing Remarks



>> Click here if you wish to receive the PDF brochure of this course

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 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.

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 recently appointed market access executives, 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, medical affairs, 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



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



Dates & Locations

All CELforPharma 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.​​​
  • 13-14 October 2020, Brussels

This course takes place at the Courtyard Marriott Brussels 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). 


Address: Avenue des Olympiades 6, 1140 Brussels, Belgium
Tel: +32 2 337 08 08

  • 8-9 December 2020, Brussels

This course takes place at the Courtyard Marriott Brussels 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). 


Address: Avenue des Olympiades 6, 1140 Brussels, Belgium
Tel: +32 2 337 08 08

  • 15-16 June 2021, London

Hotel to be confirmed.

  • 12-13 October 2021, 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.


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

  • 14-15 December 2021, Brussels

This course takes place at the Courtyard Marriott Brussels 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). 


Address: Avenue des Olympiades 6, 1140 Brussels, Belgium
Tel: +32 2 337 08 08

Hotel Booking Assistance

Having built a strong relationship with each 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 Sarah Nissen, Senior Programme Coordinator (sarah.nissen@celforpharma.com, tel +32 (0)2 709 01 46).


✓ Flexible Transfer Option
✓ Optimal Safety
✓ Small Groups (16 max)
✓ Spacious Seating


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 Inge Cornelis, Director Commercial Communications, (inge.cornelis@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 and company / invoicing details.
  3. Choose to pay via bank transfer or by credit card.
  4. 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 at no extra cost, until 3 weeks prior to the event, to another course held before 31 December 2021.

Participant Cancellation

  • Up to 6 weeks prior to the course: cancellation fee of € 400 per participant.
  • Up to 5 weeks prior to the course: 25% of the invoiced registration fee.
  • Up to 4 weeks prior to the course: 50% of the invoiced registration fee.
  • Up to 3 weeks prior to the course: 75% of the invoiced registration fee.
  • Fewer than 3 weeks 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 registration fees.

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