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BioNJ CEO Forum
May 24, 2012 @ 7:30 am - 9:30 amFree
BioNJ CEO Forum
Reimbursement: The New Investment Hurdle
Thursday, May 24, 2012
7:30 a.m. to 9:30 a.m.
101 Wood Avenue South, Iselin, New Jersey
This session will examine the many ways in which payers are now playing an increasingly critical role in the valuation process of pipeline products.
With a growing number of expensive therapeutics entering the market and rising pressures to contain costs, gauging reimbursement is now a crucial element senior executives must evaluate. Payers’ increased power to restrict access and contract for reduced prices—combined with the growing use of evidence-based medicine to influence reimbursement policy—can profoundly impact potential revenue and by extension, asset valuations. Many executives responsible for licensing decisions have ignored this increasingly important and critical driver of valuation. At best, they begrudgingly recognize that they need to consider scenarios of price and access within their forecast models. Instead, they should embrace a nuanced knowledge of the payer environment as a means of differentiation.
Licensing executives are well aware of the fast-changing reimbursement climate, but too often their inability to gauge payers’ potential actions results in a “just say no” approach to certain deals. Instead, licensing parties should develop new deal structures including reimbursement-based milestones to limit potential risk associated with a diverse payer community. With a nuanced approach to payers and a strategic perspective on reimbursement, licensing teams—and those executives managing them—can find value others may have missed and avoid missteps driven by conventional thinking.
Join executives from Campbell Alliance for an interactive discussion to learn how a deep understanding and strategic perspective on reimbursement represents one of the few ways a licensing team can find value that others have missed. You will also benefit from learning from your other C-suite colleagues as they share their advice and concerns about the challenges of working with payers.
Keith Kelly, Vice President, Campbell Alliance
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