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Market Strategy: Defining and Embedding Global Market Access Excellence Across the Organization of a Large Pharmaceutical Company

Read Time
2 minute read


  • The new global head of market access of a global pharmaceutical company, with a focus on orphan diseases, had the objective to reduce time between US launch and reimbursement in international countries, and enable faster access to new geographies
  • Market access strategy was not core to global decision making within the organization, which had led to suboptimal pricing and reimbursement for recently launched products


  • Internal situation assessment through over 20 interviews with senior management
  • Cross functional alignment through various workshops to define market access excellence, the mission, vision, and role of the market access department, and ways of working
  • Definition of access deliverables, a consistent approach to develop them, and standardization through templates


  • Market access strategy development stronger embedded in the organization, for example through standardized template slides in the global brand plan
  • Alignment across the organization on the importance of market access, what is required to be successful, and ways of working between departments 
"In a short time we have come a very long way to align the organization on the mission, vision, merit, and ways of working for global market access. We finally are in a good shape to address the challenges we face"
Project Sponsor