Development of a Payer Objection Handler in Preparation for the Launch of a Next-Generation Oncology Therapy

A large pharmaceutical company was preparing to launch a next-generation oncology therapy across a range of indications in a diverse set of markets in the Asia-Pac region and in other new market areas. It faced a highly competitive market with entrenched competition, and the client needed objection handlers to support payer negotiations globally.

Blue Matter had already completed a comprehensive payer landscape assessment for the new therapy, so our team was the logical choice to develop the objection handling package. Our first step was to identify and prioritize likely payer objections by leveraging the client’s input and our own expertise and market knowledge. Next, we developed draft messages for handling the objections, and then vetted and refined them via interviews with the client’s global Medical Affairs team. We consolidated the materials into an objection handler package and refined it with the client’s team.

As a result of our work, the client team was well-prepared for payer negotiations across a wide range of geographic markets and indications.