USE ALL AVAILABLE TOOLS AND TECHNIQUES TO SUPPORT THE VALUE STORY OF OUR PRODUCT
- KEY VALUE MESSAGE
Strategic messaging communicates product’s value proposition for your target customer profiles. The essential part of effective value messaging is getting your target customer profiles right, as well as understanding how other stakeholders impact access process. Testing your message in different stakeholder groups before finalization is of key value.
- ROADMAP FOR LAUNCH
Document how your go-to-market strategy will progress over a specific period and organize tasks by key buckets – like department/function.
- PRODUCT POSITIONING TAILORED TO MARKET NEEDS
Work collectively to decide how to best communicate the products’ attributes to the target customers based on their needs, competitive pressures, available communication channels and carefully crafted key messages.
- VALUE STORY DEVELOPMENT / VALUE STRATEGY
We follow a systematic process in developing the value story and value messages. We are also experienced in producing Value Dossiers, payer materials, and payer communication strategies. Payers are a unique audience and can be more evidence driven than clinicians themselves, but they have the same responses to cohesive and well supported messages.
- OBJECTION HANDLING
Being prepared for questions, concerns and objections (technical, competition-based, value based etc ). Learn how to better handle the process (PACT-Check: Pause, Acknowledge, Classify, Treat-Check).
- VALUE PROPOSITION OPTIMIZATION – BUILD NEGOTIATIONS STRATEGY
We develop and test robust, evidence-based value propositions and messages, using methods we have developed based on payer requirements and in-depth understanding of the system, the therapy area and unmet need. We review the current and emerging competitive landscape and assess trial designs and target product profiles to gauge the evidence available to support value messages, which we test with payers and KOLs to determine their impact and robustness. We use the information on how the messages influence the perceived value of your product to optimize the value story.