Case Study
Medical Director Relationship Expansion at a National Payer Conference
The client needed to establish relationships with medical benefit decision makers at a national payer conference to ensure appropriate policy positioning for their medical benefit product prior to a pending
Client Challenge
- The client’s product portfolio resides primarily in the pharmacy benefit space with the exception of a recently launched medical benefit drug
- Relationships with payers were primarily with P&T, formulary and financial decision makers focusing on contracting and pull through
- Client wanted to establish their medical benefit product as the new standard of care for appropriate patients and differentiate the product from anticipated competitive launches
Approach
- The VSHG Executive Director (ED) worked to identify key payer initiatives and medical benefit decision making process in the product therapeutic area
- The VSHG Medical Benefit ED worked through existing plan contacts to identify the medical directors shaping policy decisions and driving therapeutic area initiatives
- VSHG ED attended conferences sponsored by the national payer as well as set up introductory meetings through plan contacts with key medical directors
Outcome
- VSHG ED set up engagement meetings for client senior leadership as well as client account managers with seven Medical Directors or VPs in the therapeutic space
- VSHG ED developed a project to have the client a sponsor therapeutic area thought leader speaker at the national payer’s sponsored conference