HighPoint Blog

Co-author: Yann Chappuis, Senior Associate Consultant

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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 the life sciences industry, gross to net (GTN) is the management process at the heart of the pricing and contracting lifecycle. Within this process, manufacturers forecast demand and accrue for rebates, chargebacks, and any other adjustments to the price charged for a product’s sale.

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"RIM provides an integrated view of regulatory information."

"Affiliates and regions should play a key role in the system."

"RIM is the foundation of the future IDMP implementation."

The quotes listed above paraphrase some of the typical feedback we hear from clients about the role of regulatory information management (RIM). RIM is a key supporting structure for successful operation in today’s...

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At first glance, tendering and contracting may appear as two completely different procurement methodologies within the life sciences industry. The general understanding is that contracting predominates in the United States and Japan, whereas tendering (with some contracting opportunities) predominates in the rest of the world. While this presents a fairly accurate overview, on closer...

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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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HighPoint is currently conducting a Gross to Net Benchmarking Survey. Early, initial results from the survey have yielded some useful insights into industry trends around the following GTN organizational size and structure questions:

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Co authored by Luca Morreale, Manager, Life Sciences EU 

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Let’s face it – traditional on-site monitoring is becoming obsolete. Given the complexity of today’s global, multi-site clinical trials landscape, traditional site monitoring can be an inefficient method to ensure patient safety.

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The industry is currently in a period of unprecedented transformation, driven by ongoing shifts in the regulatory sphere from document-driven to data-driven information management. This transition is certain to continue well into the next decade and poses a significant challenge to the industry, with profound impact on how we manage regulatory information going forward.

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What is an Early Access Program (EAP)?

Early access programs (EAPs) provide an alternative regulatory pathway for existing therapies and new medicines to more efficiently meet patient needs. Prior to market approval, promising new drugs can be made available outside of the clinical trial space to individuals with life threatening or chronic, debilitating diseases. Likewise, an existing...

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Part 1 of “Improving Project Outcomes through the use of Project or Program Management Office implementation”

At any one moment in time, across organizations of all sizes, there are multiple projects underway, each having one of the following goals:

  • Improve a process;
  • Launch a product;
  • Deliver critical, time-sensitive results; or
  • Implement a new technology.
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Is there a recipe for navigating the unique product launch challenges that Emerging Biotech organizations endure?

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It may be no surprise that during a sponsor audit, data management and source documentation rank among the top ten most common categories for critical inspection findings. According to a report on behalf of the European Medicines Agency (EMA), out of 398 GCP inspections over a 12-year period, a total of 5,685 findings were recorded; 532 of these findings were critical – 48 directly related to...

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Co authored by Javier Elkin, Senior Associate Consultant, Shared Services EU

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Co authors:

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Projected trends in population growth and size published by the U.S. Census Bureau indicate the U.S population is projected to increase by 98.1 million between 2014 and 2060. Over that same time span, the population aged 65 and over is expected to grow from 15 percent to 24 percent of the total population — an increase of 9 percent.  One can surmise from the statistics alone that a huge...

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Setting up a tender organization for life sciences can be a challenge. Not only do you need to deal with the way the tender governance is structured, on top of that, depending on your leadership, you may have to organize your company accordingly. As promised, this blog addresses another even more complex aspect of the organizational design, being “how the lifecycle of your portfolio impacts...

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A recurring issue observed when we conduct assessments of manufacturer “Gross to Net” operations is the apparent disconnect among multiple stakeholders on the role and responsibilities of the forecasting group. Similar to organizational and project charters, most disconnects can be resolved through the exercise of creating a forecasting charter.

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Commercial contracting within the pharmaceutical industry has undergone a dramatic transformation over the last decade. Payers have become more sophisticated and are applying additional pressure on manufacturers to “put their money where their mouth is.” But there is still a lot of confusion and misunderstanding about the different contract types, objectives, and associated risks. In this...

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Co-written by Gael Corbion, Manager EU, Master Data management

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Harmonization of the tendering process seems like a tremendous task. Local laws are so different from country to country, making you ask yourself, how can it be achieved? Also, what are the benefits of harmonization and how can a tendering organization accomplish it? This blog focuses on discussing these aspects.

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Latest revision of ICH guideline updates required data elements for transmission of Individual Case Safety Reports (ICSRs)

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With the recent pricing wars among pharmaceutical and biotech drug manufacturers, the U.S. government, and even the patient population, one thing is certain — it’s not stopping anytime soon. Manufacturers are being “asked” (read: strongly urged) to justify all product pricing to all parties impacted. That said, while some price adjustments are justified based on the costs of bringing a product...

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Risk-sharing agreements have emerged as a popular mechanism to balance increased payer focus on managing costs and the manufacturer’s need to gain market access for new products.  In Europe, variations of these agreements are common and in the U.S., they are gaining more prominence. However, a lot of confusion exists among payers and manufacturers on terminology. This article aims to clarify...

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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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Special thanks to co-author Joe Cabe, Manager, Pricing, Contracting & Market Access. 

It’s common to lump the medical device and pharmaceutical industries together. Both are essential to the healthcare industry and have similar business models. However, when we examine each, we uncover vast differences between the two markets.

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In the life sciences industry, there are no clear best practices or standard frameworks on how to establish a measurement plan for an end-to-end CRM implementation. A CRM roadmap strategy is challenging and the specificities of pharmaceuticals, with R&D being such an important piece of the business model, make it even more difficult.

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Are your practices for handling TMFs compliant with the new GCP requirements from ICH E6 (R2) coming into effect June 14?

Background for ICH E6 (R2)

The ICH GCP E6 regulation was introduced in 1996 when clinical trials were largely run on paper. Since then, the following trends have significantly increased:

• the scale, complexity, and cost of clinical trials • the degree of outsourcing for... Read More

Companies contemplating moving their unstructured data to the cloud are often concerned with the security of the platform and the cloud provider: managing cyber-risk to protect digital assets. Contrary to those concerns, the evidence shows the data centers and security processes of cloud providers are, in fact, far more hardened than any corporate data center. Greatly eliminating this security...

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Market Access is becoming more and more challenging. This is irrespective of drug classes and new technologies. Payers are applying the same scrutiny on orphan drugs as on drugs for primary care. This is driven by increased budget constraints in healthcare systems and the heterogeneity of reimbursement systems worldwide.

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Special thanks to co-writer Heenal Patel, Manager Pricing & Contracting. 

In United States' managed care contract administration, price protection is a strategy frequently used on executed contracts.

In simple terms, price protection calculates a ceiling price, safeguarding a price point as price increases occur. As drug prices rise, a rebate is issued for anything above the maximum price...

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Are “traditional” product launch strategies falling short of delivering desired results as it relates to your specialty drugs? Are product launch strategies including the full spectrum of “market conditions” that could impact the successful positioning of products at global and local levels? What are those “market conditions” impacting product launch? Should they be analyzed and incorporated...

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In previous installments, we tackled two challenges to success with eDetailing in the life sciences. The first challenge is getting teams in the field to adopt the new tools and adapt their interactions with customers. The second challenge is how to generate content that is engaging to customers and sales reps alike. However, just overcoming these challenges do not guarantee success....

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Are you or your colleagues facing never-ending issues when being audited or inspected? It might be time to start putting your (clinical) house in order.

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Market access functions in life sciences are always evolving. Disrupted by the increasing share of Biosimilars, companies are reorganizing themselves. In this environment, market access departments are absolutely required and given increased responsibilities — all driven by external and internal factors.

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Preparation is key to pass your Good Clinical Practice (GCP) inspection. You need to prepare well in advance and certainly not shortly before.

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Innovation and competition are constantly influencing commercial drug decisions worldwide in the life sciences industry. This is evident by years of record drug approvals by the FDA and EMA, followed by a sharp decline in new therapies in 2016.  Additional factors affecting commercial decisions include the advent of Biosimilars, the passage of the U.S. Affordable Care Act and recent proposed...

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Special thanks to co-writer Neelabh Saxena, Associate Director Pricing, Contracting, and Market Access. 

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Nowadays, it’s a well-known fact that tender management is essential across most markets. Thus, as part of your tender management strategy, you must setup a network of tender champions or a global tender network. However to address the specifics of tendering across various markets and diverse portfolios, a tender management organization needs to be built.

Within any life science organization,...

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