Built Nationally, Lost Locally: Where Market Access Strategies Fail

Access is often described as a growth driver. In practice, most organisations still treat it as a pricing function, separate from the commercial side of the business. But the real question sits beyond pricing: what can access deliver at the local level, where the actual decisions are made about whether patients receive the right treatment?

Most access strategies break at the same point. CELforPharma faculty member Manoj Sood has spent more than 20 years in global, regional and affiliate access roles and has seen it happen from inside. This 45-minute session focuses on that breaking point, and on two things that make the real difference:

• Segmenting stakeholders by real influence, not by job title
• Measuring access by the value it creates, not the prices it negotiates

By the end, you will be able to identify where your own strategy is most at risk, and understand what it takes to close the gap. And you will leave with a stronger case for access as a strategic capability worth investing in, not a cost to be controlled.

THE EXPERT: Manoj Sood, The Pharma Commercial Market Access Course