Please login to the form below

5 tactics to master Market Access

Is it time to rethink your game plan? To succeed at Market Access, follow these 5 tactics:


1.  Do your homework
Preparation is the key to mastering market access.Time spent identifying and engaging with all stakeholders at the start, will ultimately influence the uptake of your brand. You’re not just going to be delivering a brand message, but telling them how you can specifically add value, and fulfil their individual needs and challenges.  To succeed at this you also need to fully understand the processes at a local and regional level – although there are common elements across all local areas, they do differ.

2. Utilise NHS intelligence
Quality data is the foundation to building successful market access campaigns. With a complex customer group it really pays to have a solid record of unique access data.We have over 9000 Payer customer interactions recorded, across a range of therapy areas, and have captured their preferred channel for engaging with us, whether it’s phone, email, video conference, or face-to-face.The most effective communication develops when people’s preferences are taken into account, and over the last few years, we’ve observed some impressive results with the multi-channel method. HCPs have responded positively, and thoroughly welcomed our flexible approach which considers their time and preference.

3. “Quality is the best business plan”
If you want to be seen as a credible advisor to the NHS, it takes high quality, experienced professionals to build relationships.Our market access team have an average of 17 years’ experience each in the industry. This means we have confidence in positioning our team as trusted advisors with an exemplary record of results under their belt. They can navigate the complex landscape of the NHS and provide real value and knowledge. We have relationships with all customer types, including Prescribing Advisors, Heads of Meds Management, Chief Pharmacists, Hospital Business Managers, and Specialist Commissioning Pharmacists.

4. Adapt to your environment
Diminishing budgets and more time restraints means that accessing NHS customers in the traditional way is more of a challenge. This is why we developed the multi-channel approach.Over the last few years we’ve spent time refining our methods and working hard to demonstrate that this approach to NHS engagement is time saving, flexible and professional – and our data proves that MCAMs can outperform traditional field reps.The businesses that are winning at market access are the ones who listen to the latest commercial intelligence, embrace innovation and adapt to their environment.

5. Flexibility
Flexible resource is the key to providing a cost effective solution.Our high calibre Multi-Channel Account Managers provide an innovative approach which enables us to deploy teams when and where your brand needs it, without compromising on quality. Our model supplements traditional face-to-face interactions, with the effective use of telephone, emails and data-file sharing to increase access with customers.

We have successfully delivered numerous pre and post launch projects, and offer flexible, high quality sales teams – to view our case studies go to http://bit.ly/2jbQoVZ

18th February 2018

Share

Tags

Company Details

OUTiCO

0330 223 0300

Contact Website

Address:
5 Kelso Place
Upper Bristol Road
Bath
BA1 3AU
United Kingdom

Latest content on this profile

Attracting and retaining talent – recruiting the workforce of the future
What is it that employees are looking for, and what does the future hold for the workplace?
OUTiCO
Access to this HCP intelligence will improve your sales delivery
To get the best results, HCP interactions should be driven by customer preferences - so who has access to this intelligence?
OUTiCO
OUTiCO growth in multi-channel creates more job openings
Due to continued success OUTiCO are expanding their Multi-Channel Account Management team, with both road-based and home-office roles available.
OUTiCO
Digital trends in B2B sales - how far behind is Pharma?
The modern approach to B2B sales is data-driven, and enabled by digital tools.
OUTiCO
What does a future-proof rep look like?
Businesses can no longer afford to push ahead with the traditional Key Account Management model.
OUTiCO
Consider the learning styles of your HCPs for higher engagement
Everyone processes information differently, and each HCP has a preferred channel.
OUTiCO