MARKET ACCESS STRATEGY + IMPLEMENTATION = COMMERCIAL IMPACT

ASIA-PACIFIC AND EMERGING MARKETS

OBJECTIVE

In a previous project for the same client, we had recommended a series of access-related growth opportunities in South East Asia across their whole portfolio. The client had prioritised one of these opportunities, which was a self-pay access programme for a chronic disease specialty brand in Indonesia.

The objective for this project was to take develop that model into a full-fledged programme design, develop the business case, engage with a provider chain through which the programme would be delivered to patients and to train the local country team for launch of a pilot programme.

​

PROJECT APPROACH

Firstly, we mapped the barriers preventing more patients initiating on the client’s therapy and from adhering to the optimal dose. We then designed a programme’s benefits package to address these barriers, using a ‘patient payment plan’ model. Secondly, we engaged with two target specialist private provider chains in Jakarta to identify their interest and objectives in a potential collaboration (such as willingness to share costs in the short term to increase revenue in the long term). We then factored these assumptions into a  business case, modelling ROI based on different scenarios. Finally, we trained the local team in Jakarta for entering formal negotiations with the providers to launch a pilot scheme.

​

OUTPUTS

Based on the programme design and business case, the client subsequently agreed to enter a pilot partnership with one of the provider chains as a way of addressing the affordability barrier and improving patient access.