Course 3: Crafting Smart Pricing & Contracting StrategyWednesday, 23 September 2026

This course prepares pre-commercial organizations to design, model and execute a successful launch strategy, recognizing that launch is not the finish line but the beginning of active surveillance and real-time market response. Participants will explore vendor selection, market segmentation, scenario modeling, organizational alignment, and how to transform GTN into commercialization intelligence through dynamic monitoring and intervention frameworks. Attendees will learn:

• Pre-commercial GTN foundations including when to start planning, the role of finance in clinic-stage companies, integration with commercial teams, and establishing commercialization surveillance capabilities from the start
• Vendor selection and ecosystem design including selecting vendors and understanding their roles (specialty pharmacies, hubs and support services), vendor oversight structures, and operational intervention triggers
• Product and market understanding including conducting lead product analysis, pricing strategy implications, demand modeling, and identifying affordability leakage risks
• Scenario modeling for launch including developing base, upside, and downside scenarios, pricing sensitivity, market access assumptions, and dynamic forecasting approaches that respond to real-time market changes
• Market segmentation – differentiating between rare, specialty and retail markets including patient journey, access and GTN complexity, with focus on claims-level visibility and adherence monitoring
• Incentive and demand structures – designing sell-in vs. Sell-out strategies, demand-based incentives, channel-specific considerations, and understanding maximizers and AFPs impact on commercialization
• Real-time GTN surveillance and market response – develop commercialization KPIs, create intervention thresholds, build monitoring frameworks, establish escalation logic, and design executive KPI dashboards to identify leakage earlier and improve visibility
• Change management and alignment including ensuring cross-functional alignment across finance, commercial and access teams, and understanding operational commercialization risk
• Lean finance integration and how to develop a launch readiness roadmap that modernizes GTN intelligence beyond static reporting
• Opportunities for practical hands-on exercises: build models with pricing, demand and channel assumptions, and develop surveillance systems with monitoring frameworks

CPE Credits: 2
Field of Study: Accounting
Level of Knowledge: Basic
Advance Preparation: None
Prerequisites: None
Delivery Method: Group Internet Based

In accordance with the standards of the National Registry of CPE Sponsors, CPE credits will be granted based on a 50-minute hour