MARKET ACCESS STRATEGY + IMPLEMENTATION = COMMERCIAL IMPACT

ASIA-PACIFIC AND EMERGING MARKETS

OBJECTIVE

To identify the gap between formal international reference pricing policies across 16 Asian markets and what actually takes places, informally, both to inform internal thinking on how to engage with IPR as a policy issue, as well as to inform strategy and tactics in pricing submissions and negotiations.

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PROJECT APPROACH

The challenge on this project was that in many Asian markets even the formal mechanisms of IPR are not transparent and, beyond that, in all markets there are informal practices that no-one wants to admit to.  In order to gauge what is going on, we interviewed a variety of experts from current pricing authority representatives, to former pricing decision-makers and external advisors who could give a more objective picture.

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OUTPUTS

We were able to generate a detailed picture of both formal and informal IPR and broader pricing policy practices, by market. We communicated these insights to the client both in the form of a reference pricing matrix (of who is referencing whom), as well as detailed country summaries and an executive summary of recommendations for how the client should respond to IPR in each market.