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June 08, 2023

Building Better Stakeholder Partnerships

MACS Team
News

A collaborative relationship between payers and manufacturers is critical to patient access.

Manufacturers need to stay up to date with industry trends and understand stakeholder perceptions and/or concerns in order to engage in meaningful dialogues; however, challenges exist today.

Collaborative dialogues showing arrows between Payer Stakeholders and ManufacturerCollaborative dialogues showing arrows between Payer Stakeholders and Manufacturer

Key Manufacturer Challenges

  • Determining who has the capacity, knowledge, position to engage
  • Understanding what is a topic of interest vs. priority, and how it may evolve
  • Engaging stakeholders who have different and conflicting priorities and developing personalized engagement approaches
  • Accepting that efforts may not deliver tangible results immediately
  • Allowing stakeholders to drive the engagement, shape public discourse
  • Coordinating and collaborating internally to maintain consistent messaging, and to efficiently respond to and resolve issues

Net Promoter Score (NPS) is a tool that can holistically capture and assess payer perceptions of manufacturers over time, as well as identify ways for manufacturers to become better partners.

Red Nucleus tailors assessment categories to each company collaboratively to benchmark stakeholder perceptions and identify strategies that will improve perceptions, build partnerships, and optimize access.

Modified NPS Framework Pie chart with explanations of the four componentsModified NPS Framework Pie chart with explanations of the four components

Stakeholder perceptions and behaviors are constantly evolving, necessitating a clear understanding of payer priorities to be able to deliver valuable information.

Graphic Showing a red triangle with each corner representing a component of the Current Payer Mindset: Knowledge, Mindset, and SkillsGraphic Showing a red triangle with each corner representing a component of the Current Payer Mindset: Knowledge, Mindset, and Skills

Changing payer perceptions and behaviors requires establishing and maintaining a strong, consistent and transparent relationship between account manager and payer.

Graphic Showing a blue triangle with 6 factors that representing Behavior changes: Roles & responsibilites, Sources & Evidence, Data Sharing, Discussion Topics, Channel of Communication, Learning & Development. Graphic Showing a blue triangle with 6 factors that representing Behavior changes: Roles & responsibilites, Sources & Evidence, Data Sharing, Discussion Topics, Channel of Communication, Learning & Development.

Ultimately, patient access and stakeholder relationships can be improved by promptly understanding and addressing existing payer challenges and misconceptions.

Graphic showing a turquoise triangle with 3 components that representing Desired Payer Mindset: Patient Access, Partnerships, Knowledge Management. Graphic showing a turquoise triangle with 3 components that representing Desired Payer Mindset: Patient Access, Partnerships, Knowledge Management.

Red Nucleus has a wealth of capabilities that can help you improve relationships, internal and external collaboration, access, and utilization.

Building a positive stakeholder partnership cannot be done overnight; manufacturers should conduct a benchmarking study periodically to measure the effectiveness of payer engagement and stay up-to-date.

Circle graphic broken into 4 components: Voice of Customers, Knowledge Management & Repeat, Engagement Approaches, Learning & Development with bullet points describing details underneath. Circle graphic broken into 4 components: Voice of Customers, Knowledge Management & Repeat, Engagement Approaches, Learning & Development with bullet points describing details underneath.

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Created by Kyle Clifton and Peggy Ho.

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