Background
The client
Senior leaders of a global pharma organisation
Services delivered
Insocius Articulation™
Keywords
Stakeholder engagement, Regulatory approval, Executive communication
Challenge
Leader in rare disease looking to equip GMs with discussion structures and arguments that would facilitate greater trust and understanding of key issues impacting outcomes for rare disease patients and promote external partnerships. Leaders felt heavily attacked by critics.
The solution
New collaborator discussion detail: Structured to build corporate trust and willingness among external stakeholders who the company did not know and encourage partnering on common issues.
Accelerating diagnosis discussion detail: Structured to lay out diagnosis issues for policy-makers and drive action towards accurate, timely diagnosis.
Immediate access discussion detail: Introduced the concept of conditional reimbursement with payers and policy-makers to facilitate access from the time of regulatory approval.
Medicines pricing discussion detail: Structured to address payer and policy maker objections around medicines pricing. All pieces were supported by ‘Let’s Talk’ objection handlers GM training and leave behind pieces.
The results
In discovery interviews to understand GM needs (n=6), all GMs expressed low level of confidence in company position and how to effectively engage stakeholders to achieve intention to partner.
100% GMs re-interviewed at six months reported high levels of traction with key stakeholders and acquisition of external collaboration partners.
Delivering impact with agility and pace
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