Kevin works in Business Development at Star OUTiCO
Is it time to rethink your game plan? To succeed at Market Access, follow these 5 tactics:
Do your homework
Preparation is the key to mastering market access. Time spent identifying and engaging with all stakeholders at the start, will ultimately influence the uptake of your brand. You’re not just going to be delivering a brand message, but telling them how you can specifically add value, and fulfil their individual needs and challenges. To succeed at this you also need to fully understand the processes at a local and regional level – although there are common elements across all local areas, they do differ.
Utilise NHS intelligence
Quality data is the foundation to building successful market access campaigns. With a complex customer group it really pays to have a solid record of unique access data.
We have over 9000 Payer customer interactions recorded, across a range of therapy areas, and have captured their preferred channel for engaging with us, whether it’s phone, email, video conference, or face-to-face.
The most effective communication develops when people’s preferences are taken into account, and over the last few years, we’ve observed some impressive results with the multi-channel method. HCPs have responded positively, and thoroughly welcomed our flexible approach which considers their time and preference.
– Quality is the best business plan
If you want to be seen as a credible advisor to the NHS, it takes high quality, experienced professionals to build relationships.
Our market access team have an average of 17 years’ experience each in the industry. This means we have confidence in positioning our team as trusted advisors with an exemplary record of results under their belt. They can navigate the complex landscape of the NHS and provide real value and knowledge. We have relationships with all customer types, including Prescribing Advisors, Heads of Meds Management, Chief Pharmacists, Hospital Business Managers, and Specialist Commissioning Pharmacists.
Adapt to your environment
Diminishing budgets and more time restraints means that accessing NHS customers in the traditional way is more of a challenge. This is why we developed the multi-channel approach.
Over the last few years we’ve spent time refining our methods and working hard to demonstrate that this approach to NHS engagement is time saving, flexible and professional – and our data proves that MCAMs can outperform traditional field reps.
The businesses that are winning at market access are the ones who listen to the latest commercial intelligence, embrace innovation and adapt to their environment.
Flexible resource is the key to providing a cost effective solution.
Our high calibre Multi-Channel Account Managers provide an innovative approach which enables us to deploy teams when and where your brand needs it, without compromising on quality. Our model supplements traditional face-to-face interactions, with the effective use of telephone, emails and data-file sharing to increase access with customers.
We have successfully delivered numerous pre and post launch projects, and offer flexible, high quality sales teams – to view our case studies click here.