The right people in your organisation must have access to the right tender data, contacts and documentation, as and when they need them. “Channels opening better global-affiliate communication create the visibility and understanding of how the information in the value dossier submitted is used by payers,” notes Eva Marchese, former senior principal, Pricing & Market Access at QuintilesIMS, now vice-president at Charles River Associates. This puts all the more onus on companies to visualise and track tender status in real time, both at global and local level, and across the various organisational silos involved in planning and executing tenders. With pressures on health systems intensifying as populations age and the burden of chronic illness piles up, governments and healthcare payers will be looking to tenders as a long-term strategy to curb drug-cost inflation wherever possible.Īs we have outlined in our two related blogs, ‘ Resolving the new market access challenges created by tenders’ and ‘ Unlocking new growth for your brand with better pharmaceutical tender management’, tenders are a rich growth opportunity for pharmaceutical companies.Īt the same time, they present considerable market access challenges, particularly as product value and outcomes increasingly underpin the payer-decision equation at all levels of the market (see Figure 1 and our blog on Getting your launch strategy right for today’s market access paradigm).įigure 1: Market Access Flow and Key Questions for Pharmaceutical Companies This goes not only for emerging markets, where pharmaceutical tenders are long established as a standard cost-containment tool, but for more developed countries trying to make limited healthcare budgets last longer.Īccording to some estimates, around 25% of all business in the pharmaceutical sector is already coming from tenders or contracts. Managing medicine or vaccine tenders under highly diverse conditions is for many companies now an indispensable part of optimising market access in a payer-dominated, value-oriented environment.
The growing reliance on tenders as a cost-effective purchasing strategy for medicines in developing and developed countries creates a whole new set of market access challenges for the pharmaceutical industry. Getting the tendering process right, and making sure your global and local resources are properly aligned towards that goal, will make all the difference between riding this trend to a broader, more flexible revenue base, and watching competitors reap the benefits. T ender management is fast entering the mainstream of pharmaceutical industry strategies.
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