HighPoint Blog

Luca Morreale, Manager, Life Sciences EU

Luca supports the European Life Sciences team based out of Geneva, Switzerland. Luca is primarily working in the area of Commercial Excellence, Pricing, Contracting and Tendering. Luca’s projects have involved strategy and operational assessments, vendor evaluations, and system implementations with technologies such as Veeva, PriceRight, Revitas and Model N.
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To begin, there should be two processes for integrating tendering and global price management that lead to a harmonized governance routine, as at the end of the tendering procurement process. It’s about governing the tender bid price.

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Outcome-based contracting is definitely a buzzword in the life sciences industry. Over the past few years, many companies have tried to implement such contracting strategies. Nevertheless, after years of efforts, and even if the benefits are widely recognized, the reality is that only a few contracts have materialized. When looking at the last years’ numbers, these are not so promising.

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In the patented drug manufacturing world, fixed manufacturing costs are not usually a key driver of profitability. Achieving the right price is typically a much greater driver of profit.

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In an ideal world, global market access functions would be totally aware of all prices – from list to net – in all countries. The ability to access net prices for any transaction in real time would ensure zero revenue leakage along the pricing waterfall. Sadly, for life sciences companies, this ideal doesn’t materialize in the real world. Very few life sciences companies enable their global...

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As discussed in a previous post, a tendering dedicated resource is a must and it represents the first step in building a successful tendering organization. But plenty of questions will remain unanswered, even before you tackle the governance of your tendering business. However, a tendering organization will begin to be defined through the creation of a dedicated resource, as well as by...

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Tendering has become a global trend and one of the most frequently used procurement methodologies outside the U.S. Presently, at least a quarter of pharmaceutical sales are made through some form of tendering. But tender processes are complex and far from standardized across countries, making it highly difficult to understand and manage. In addition, it’s a constantly evolving framework with...

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