Case Study

Strategic Discounting Framework

THE CHALLENGE

Our global life sciences client faced a market dynamic increasingly focused on discounting medications with payers. Amid these market pressures, our client needed a cohesive strategy to address eroding margins while not compromising the need to grow market share.

OUR APPROACH

Vynamic was engaged to implement a strategic framework that enabled the organization to make more informed and holistic decisions that factored in the value of their current portfolio and product pipeline. Vynamic supported efforts to ensure strategic alignment, and also governing and escalating decisions that fall outside of agreed upon strategies.

THE RESULTS

Our client implemented this new strategic framework – as well as an analytics based decision support tool – all enabled by a robust governance framework. In addition, portfolio management concepts have been embedded into the client’s organization. This has created immediate value by changing the way our client goes to market and negotiates with payers.

Some specific results achieved include:

  • Senior executive buy in to new strategic framework
  • Change management and roll out of new governance process
  • Improved decision-making alignment across sales, marketing and managed markets leadership