Gross-to-Net
The interactive 2020 Gross-to-Net (GTN) Workshop is designed to enhance your knowledge of GTN key concepts including developing accurate estimates of accruals for commercial & government rebates, chargebacks, 340B programs, co-pay cards and returns. The workshop provides best practices for well-designed GTN processes supported by a sound methodology to enhance financial reporting accuracy and reduce volatile material true-up adjustments.
Impact of Government Programs on GTN
Workshop is designed to enable participants to understand complexities and key concepts related to government pricing of prescription drugs for Medicare Part B & D, Medicaid, VA, & 340B programs. Numerical examples are presented illustrating key concepts and practical applications.
Payer Negotiation Strategies to Enhance Profitability
This workshop is designed to illustrate key concepts and demonstrate strategies addressing increasing payer pressures to reduce pharma company net sales. Attendees will be active participants in a negotiation role play representing a unique case study.
New Product Launch Case Study
The case study focuses on the launches of new innovative products transforming the HCV market. Key elements of the go-to-market strategy, payer dynamics and financial investments are evaluated. Methodologies to develop the forecast for the new product launches and underlying assumptions are reviewed. The case study concludes with an analysis of the launch execution and lessons learned.
Incentivizing the Salesforce to Maximize GTN
Workshop is designed to enhance understanding of methodologies to determine gross and net sales for a PBM/payer contract, patient, prescriber and sales territory. Implications of payer restrictions and co-pay programs on prescriptions and GTN are illustrated along with examples of prescriptions with negative GTN and profitability. Modifications of incentive plans to reward maximization of net sales generated by the sales and managed market teams will be reviewed.