Project Scope
To build sales teams negotiation and value communication skills through ensuring a robust understanding of the client's clinical information, whilst understanding the optimal methods of communicating with payers and addressing objections
Focus Markets
Solutions
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Organized a mock negotiation workshop involving client team, distributor team and proxy payers
- Designed market-focused negotiation workshops
- Simulated negotiations between proxy payers and sales teams
- Observed the type of interactions, payer objections and responses of distributor teams alongside the feedback and suggestions provided by payers
Results
- Consolidated the key takeaways from the mock payer negotiations workshop::
○ Payer objections and team’s responses to value story and key targeted patient population
○ Strengths and weaknesses in the value story and challenges faced - Collected feedback from payers in terms of the key points to be focused during the actual negotiations-optimised effectiveness of negotiations and improved access across 3 major institutions
