Client Challenge
Our client was ready to launch their women’s health product and sought Kintiga’s support to develop a price application to the DHSC. The product addresses a high unmet need and supports a priority outlined in the Department for Health and Social Care’s DHSC Women’s Health Strategy.
- As Kintiga anticipated, there was a risk that the DHSC and the client might disagree on the most appropriate comparator.
- The comparator deemed relevant by the DHSC had been available on the market for a long period of time.
- The price offered by the DHSC was not commercially viable for the company.
Kintiga Approach
- In collaboration with the client, the UK team developed a consistent and robust argument to justify comparison to more suitable products. The team provided strong supporting evidence by leveraging the appropriate data to substantiate the rationale for the proposed price point. This included prescribing data from other European countries, validation from senior KOLs and data from phase 3 clinical trials.
- The argument also included a clear value proposition of the product to the NHS, clinicians and patients, as well as reference to other relevant factors to support the company’s case.
- Understanding that the DHSC pricing team have a high workload, Kintiga developed letters that were short, clear, concise, visual and easy to understand, focussing on the key points that the client wanted to convey.
- Kintiga leveraged its strong relationships with key decision-makers to maintain an open dialogue, thereby keeping opportunities accessible and mitigating the risk of the product not being launched in the UK.
Results
- After 18 months of negotiations, the client and the DHSC agreed on a price that was affordable for the NHS and commercially viable for the client.
- The DHSC recognised the benefits of the product, ensuring that women in the UK will now have access to a solution that addresses a significant unmet need.
