Field Reimbursement Managers are highly skilled professionals operating in a specialized non-sales role supporting healthcare professionals and office staff in defined territories. FRMs use their extensive knowledge of insurance coverage, patient assistance programs, and the local reimbursement landscape to provide one-on-one support throughout the reimbursement journey. Despite their important role, some new-product brand teams are uncertain, or even doubtful, of the importance of deploying an FRM team at launch. This article addresses three key questions regarding the deployment of Field Reimbursement Managers at the launch of a new specialty brand.
When the Greek philosopher Heraclitus wrote “There is nothing permanent except change,” he probably wasn’t thinking about the modern pharmaceutical industry. Nevertheless, his notion of the constancy of change fits our business perfectly. Indeed, today’s healthcare delivery model is dramatically different from what it was in 1990, with profound changes in the number and power of stakeholders, extraordinary alterations in the type and cost of new drugs, and rapid shifts in the way those drugs are paid for. These changes have left yesterday’s sales models less and less effective and opened the door to new sales models that better accommodate today’s marketplace realities. This article describes several of the forces at play and connects them to the resultant rise in the deployment and success of Key Account Managers.
The COVID-19 pandemic has been the catalyst to change the way the pharmaceutical industry (pharma) engages with their customers. This case study illustrates how Amplity’s flexible, blended engagement model is tailored to each customer’s needs leveraging the benefits of remote and in-person promotion, optimizing the promotional mix across personal and non-personal channels, and ultimately providing relevant, timely, and credible information to target HCPs. This case study shares both the strategy and result of a blended sales team.
Amplity designs go-to-market access strategies that minimize physician hassles and patient cost-sharing barriers to support smooth market entry and adoption:
We constantly examine the market dynamics that impact our clients’ competitive landscapes to provide targeted tactical adjustments that drive sales:
Leveraging our expertise and established relationships, our team facilitates the negotiation of WAC and net price combinations that exceed industry norms:
Amplity leverages established relationships to ensure our clients and federal decision makers are making informed choices that optimize patient access to the therapies they need.
The traditional challenges and opportunities associated with the Federal segment have changed. We've created a playbook to help our clients understand the new imperatives to success.
Designed by former VA and DoD decision makers, this playbook contains the strategies and tools needed to establish a high ROI engagement framework. Click below to learn how we can partner to both formulate the optimal Federal market access strategy, and also implement it effectively.
Amplity has extensive experience across delivery channels (commercial, IDN, government) in a wide range of therapeutic areas. This enables us to partner with clients to ensure patients gain access to the right medicines for the right reasons. Our practice offers a rich pool of payer Key Opinion Leaders (KOLs) and many of our consultants held roles as pharmacy- and medical-benefit decision makers that drive and control the market. Our access to these unique resources, combined with our ability to leverage our medical and data assets, supports powerful market positioning for our clients. Meet two members of our team by watching the below videos:
Hear Amplity’s VA practice lead and former VA VISN Pharmacy Executive, Jannet Carmichael, PharmD, review strategies to achieve meaningful awareness and adoption in today’s complex VA landscape including how to successfully navigate new access limitations and reframe your organization’s understanding of current VA market dynamics.
In this webinar recording, Amplity's Cheryl Nagowski and Dan Cusack walk participants through the current thinking around payer price sensitivities. This session explores why manufacturers are beginning to roll the dice with their pre-commercial assets and step away from the payer table.
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