rare disease IV Launch Channel Strategy & Trade readiness

The client was preparing to launch its first rare disease IV product and required a fully developed channel, distribution, and trade strategy.  The manufacturer originally had engaged another large channel strategy consultancy firm who identified an initial go to launch approach. The client had some leadership changes that brought in a team that had previously engaged CDT.  We were tasked to pressure test the prior firm's  recommendations. 

Given the complexity of the rare disease market and faced with a tight timeline for critical decisions related to partner selection, trade contracting, and launch readiness timelines— CDT was engaged to quickly evaluate the prior firm's go forward strategy and GTN channel forecast.

CDT Pharma Strategies partnered closely with the client to evaluate the prior firm's proposed design and either confirm or enhance the current strategy to optimize both GTN and operational efficiencies to support a flawless launch.

• Evaluated the proposed physical, financial and transactions flows of the originally proposed channel and distribution strategy to ensure it supported the unique product and patient journey.
• Identified strategic channel adjustments and resulting positive financial impacts that better supported the rare disease channel and the manufacturer's financial goals.     
• Developed a revised channel and distribution strategy, implementation timeline and required contract terms and conditions.
• Customer facing contract negotiation including red-line support resulting in significant DSA and SP fee for service savings.
• Coordinated cross-functional activities to ensure launch readiness and stepped in to provide customer facing contract trade support.

• Fully operational channel strategy and implementation to support the resulting flawless product launch.
• Trade and contracting framework implemented to support both physician-administered access
• Strong operational foundation positioned to scale post-launch