“In Market Access, you don’t get what you deserve, you get what you negotiate.” VP HEOR and MA, J&J
Negotiation excellence
At Valid Insight, we adhere to this mantra, knowing that maximising the value of your product will always be difficult without the correct preparation to fine-tune your strategy and ensure excellence in stakeholder engagement.
At this stage of the lifecycle, supporting contracting and negotiation pathways to ensure that your product has the best chance of optimal reimbursement is vital. Having the correct tools for stakeholder engagement through the publication of manuscripts, consensus statements, and the development of robust and user-friendly objection handlers is vital to setting the foundation for negotiation success.
Bringing all these aspects together, we deliver our payer-focused negotiation excellence training program, ensuring a blended mix of upskilling with negotiation tactics and best practices and pressure testing of key value messages and negotiation strategies with payer experts.
At Valid Insight, we adhere to this mantra, knowing that maximising the value of your product will always be difficult without the correct preparation to fine-tune your strategy and ensure excellence in stakeholder engagement.
At this stage of the lifecycle, supporting contracting and negotiation pathways to ensure that your product has the best chance of optimal reimbursement is vital. Having the correct tools for stakeholder engagement through the publication of manuscripts, consensus statements, and the development of robust and user-friendly objection handlers is vital to setting the foundation for negotiation success.
Bringing all these aspects together, we deliver our payer-focused negotiation excellence training program, ensuring a blended mix of upskilling with negotiation tactics and best practices and pressure testing of key value messages and negotiation strategies with payer experts.
What sets us apart?
Realistic and Payer-focused
We focus on understanding the payer, ensuring that teams are ready to meet the needs, understand the interests, and address the concerns of payers. Our objection handlers are tested with payer stakeholders, whilst our negotiation excellence training is delivered by members of the Valid Insight team, who engage with payers on a regular basis and understand their mindset, and our mock negotiations include realistic payer settings with (ex)-payers. We do not use hypothetical case studies in our negotiation excellence training.
Bespoke, country-specific solutions
There is no “one-size-fits-all” in negotiations or contracting – each market has unique challenges that need to be addressed. As experts in innovative contracting models and strategies, we can support global development of frameworks and guides that can be utilised at the local level. We also offer bespoke, country-specific training to ensure that each market is ready for the opportunity contracting brings.
Integration across workstreams
Having a unified response to all stakeholders is crucial in this period of the product lifecycle, and at Valid Insight, we integrate workstreams across the launch period in two ways. Firstly, from within the market access function, we ensure that affiliates are experts in the product through our training. Secondly, through the integration of other functions such as medical, commercial and marketing in both our training and material development.
Typical projects we conduct during this phase include:
- Contracting strategies, frameworks, and affiliate implementation guides
- Negotiation pathway guides
- Negotiation excellence training and mock negotiations
- Payer objection handlers
- Development of 3M objection handlers (Medical, Marketing and Market Access)
Realistic and Payer-focused
We focus on understanding the payer, ensuring that teams are ready to meet the needs, understand the interests, and address the concerns of payers. Our objection handlers are tested with payer stakeholders, whilst our negotiation excellence training is delivered by members of the Valid Insight team, who engage with payers on a regular basis and understand their mindset, and our mock negotiations include realistic payer settings with (ex)-payers. We do not use hypothetical case studies in our negotiation excellence training.
Bespoke, country-specific solutions
There is no “one-size-fits-all” in negotiations or contracting – each market has unique challenges that need to be addressed. As experts in innovative contracting models and strategies, we can support global development of frameworks and guides that can be utilised at the local level. We also offer bespoke, country-specific training to ensure that each market is ready for the opportunity contracting brings.
Integration across workstreams
Having a unified response to all stakeholders is crucial in this period of the product lifecycle, and at Valid Insight, we integrate workstreams across the launch period in two ways. Firstly, from within the market access function, we ensure that affiliates are experts in the product through our training. Secondly, through the integration of other functions such as medical, commercial and marketing in both our training and material development.
Typical projects we conduct during this phase include:
- Contracting strategies, frameworks, and affiliate implementation guides
- Negotiation pathway guides
- Negotiation excellence training and mock negotiations
- Payer objection handlers
- Development of 3M objection handlers (Medical, Marketing and Market Access)
