Client issue
A leading pharmaceutical company engaged CRA’s Life Sciences consultants for support in developing a pricing and contracting strategy for a rare disease asset in the midst of a number of product uncertainties, including the expected label and site of care where the product would be administered.
CRA approach
We conducted interviews with the client team to understand key uncertainties and model use cases. We then developed a bespoke gross-to-net (GTN) model allowing the client team to dynamically explore a variety of assumptions and scenarios across all channels of business (e.g., Commercial, Medicare, Medicaid) and understand the quantitative implications of each scenario (e.g., impact on product share, volume, discounts, average sales price (ASP), best price, GTN). Using these findings, we developed recommendations on pricing and contracting strategy under different scenarios / uncertainties.
Client impact
The outputs of this project helped our client prepare a pricing and contracting strategy in the face of uncertainties, and positioned them to move quickly once they had an FDA approved label.
