Commercialisation & Pricing Strategy for Pharma and Biotech
Time to first patient, first commercial sale and peak revenue are critical. Commercial, Access & HEOR perspectives need to be embedded into the early launch planning as the key decisions about trial design, endpoints, comparators, evidence generation and value are all set in advance of confirmatory data
Helping you bring therapies to market with confidence
Aligning scientific, medical, and commercial teams early prevents late-stage delays and accelerates patient access.
Critical commercialisation choices shape outcomes before a full commercial team exists or infrastructure is built. Our team works alongside your team from Phase 1 to ensure payer relevant questions to guide the design logic & decision architecture.
Pricing, positioning and value narratives are set before confirmatory data.
Get this early alignment right and you protect optionality with investors and partners, avoid late-stage resets, and reach reimbursement, and uptake, faster.
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✔ Align early, protect value. Shape launch and access strategy from Phase 1, so trial design, target product profile and value narrative decisions are made with pricing and reimbursement in view.
✔ Find the fastest defensible route to patients. Identify the markets, pathways and pricing sequence that accelerate access while protecting long-term value, and flag weaknesses before spend scales.
✔ Understand what payers actually value. Use payer and market insight to pin down value drivers, reimbursement barriers, willingness-to-pay before you’re in the room with a real payer.
✔ Turn insight into a plan you can act on. Build practical commercialisation and pricing strategies that support internal decision-making, business development and launch readiness, with one team, not a fragmented mix of vendors.
✔ Keep momentum after reimbursement. Prepare health systems and stakeholders for uptake, including access policy, market dynamics and system engagement, so approval translates into adoption rather than a slow ramp.
Support across the commercialisation journey
We provide expert leadership and integrated thinking to accelerate therapy delivery with confidence.
Early launch and access strategy
Getting the sequencing right from the start, aligning regulatory, evidence and access planning before key decisions are locked in and before a full commercial infrastructure exists.
- Early launch and access strategy from Phase 1
- Innovation and accelerated pathway support
- Global early and expanded access mapping
Pricing and payer research
Understanding what will secure reimbursement, market by market, so pricing strategy is built on evidence rather than assumption.
- Analogue, market and opportunity assessments
- Payer research, pricing studies and international reference pricing analysis
- Commercialisation, pricing, access and evidence plans
Commercial strategy and post-reimbursement uptake
Turning a pricing strategy into a workable commercial agreement and making sure reimbursement converts into real-world uptake.
- Innovative commercial agreement strategy
- Access policy and market dynamics planning
- System stakeholder engagement
Why work with us?
We work as an integrated extension of your team, not an isolated vendor, so scientific, medical, commercial and access perspectives inform one coherent strategy from the outset. The goal is to do the right work at the right time, guided by a fully integrated commercialisation perspective.
We adapt to how you work, whether that’s discrete support for a single decision or sprint project or end-to-end input across commercialisation, pricing and access planning, with senior specialists involved throughout
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We’ve supported clients from the development of global deliverables through to submission to payers, giving you ownership and efficiency across the full pathway, whether you need standalone support for one decision or integrated input across the whole commercialisation journey.
Single Accountable Leader
One Global Client Lead owns the comprehensive commercialisation solution, ensuring alignment and accountability. Having one accountable partner reduces friction, miscommunication, and rework across functions
Integrated, Experienced Specialist Team
An expert team with 25+ years of experience spanning commercial & pricing strategy, reimbursement pathways, health technology assessment (HTA), evidence planning, commercial due diligence, and integrated access strategy development.
Scalable and Flexible Model
Our delivery model is flexible and responsive, scaling to asset and client needs. We adapt to how you work, whether that’s discrete support for a single decision or sprint project or end-to-end input across commercialisation, pricing and access planning, with senior specialists involved throughout
Every pricing decision shapes what comes next
Talk to us about your development stage, target markets and access ambitions, and we’ll help you identify the strategy that gets you to reimbursement, and uptake, fastest, without the cost of a late-stage reset.
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FAQ — Commercialisation and pricing strategy
What does commercialisation and pricing strategy actually involve?
The decisions that determine a products commercial trajectory at and beyond launch. It covers the decisions that shape whether a product succeeds commercially once it reaches the market, pricing, market sequencing, payer engagement and access planning, built alongside the clinical and regulatory strategy rather than after it, so evidence, pricing and access considerations align from the outset.
Why should pricing strategy be considered as early as Phase 1?
Decisions made early in development, clinical trial design, comparator choice, & market prioritisation directly impact the commercial viability and time to peak sales. Enterprise value and flexibility are heavily influenced before traditional commercialisation steps begin, so involving commercial strategy from Phase 1 preserves narrative control and optionality rather than reverse-engineering a story once trial data already exists.
What is international reference pricing, and why does it matter for launch planning?
International Reference pricing (IRP) also known as external reference pricing is a pricing policy under which a country sets or constrains the price of a medicine by referencing the price of the same product in one or more other countries. The country used a defined ‘basket’ of reference countries and applies a formula (e.g. lowest price, average price, or median price) to derive the maximum reimbursable list price.
This makes launch sequencing a strategic decision in itself, the order in which a product launches across markets can materially affect the price achievable in markets that reference earlier ones.
What's involved in payer research for a pricing decision?
Payer research typically explores what payers value in a given treatment, where the main barriers to reimbursement are likely to sit, and what willingness-to-pay looks like for the patient population in question, used to stress-test a pricing and access strategy before it’s put in front of a real payer.
What is early or expanded access, and how does it fit into a commercialisation strategy?
Early and expanded access programmes allow patients to receive a treatment before full regulatory approval or reimbursement is in place, usually in cases of high unmet need. Mapping these pathways globally can accelerate patient access while a full reimbursement submission is still in progress.
Do you support commercialisation and pricing strategy as a standalone service, or only alongside other market access work?
Both. It can be delivered as a discrete piece of work, a pricing study or market assessment, for example, or as part of integrated strategic support spanning evidence generation, HTA and reimbursement, depending on where a company is in its development and access planning & need.
What happens after a product secures reimbursement?
Reimbursement isn’t the end point, uptake still needs support. This includes preparing health systems and stakeholders for adoption, navigating access policy and market dynamics, and ongoing system engagement to support sustained use post-launch.