Price negotiation

Client situation

We prepared a benefit dossier for our client within the scope of the benefit assessment according to section 35a of the SGB V. The client’s medicinal product was considered to have a small additional benefit. The client's company had no previous experience in negotiating a reimbursement price and asked us to support him in the subsequent price negotiations with the GKV-Spitzenverband.

Our solution

Together with a lawyer experienced in negotiations, we intensively prepared the client's negotiating team for the negotiation situation and developed a strategy for dealing with objections. With regard to the price negotiation, we prepared presentation materials for our client using our digital tool®. Afterwards, we accompanied the client in four negotiation meetings at the GKV-Spitzenverband in Berlin. Due to our extensive knowledge of the benefit dossier, we were able to support the client actively in the negotiations.

Client benefits

Our client achieved a reimbursement with which both the German branch and the company headquarters were very satisfied.