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Listen "Market Access Success in Small Biotech | Ray Frost | Ep. 9"
Episode Synopsis
Market Access Success in Small Biotech | Ray Frost | Ep. 9Ray Frost shares 20 years of market access expertise, revealing how small biotechs can successfully launch drugs in today's complex US healthcare landscape.In this episode of BioPharma Unscripted with Marcus Metcalfe, market access veteran Ray Frost discusses building commercial infrastructure from scratch, the critical timing for market access involvement, and why the HEOR partnership is "absolutely critical" for launch success.KEY TOPICS COVEREDWhen to hire market access (hint: 18-24 months before launch minimum)Building vs buying: The unique challenges of small biotech launchesWhy one PBM rejection can cost you 60-80 million livesThe evolving role of market access post-IRAHow to educate internal stakeholders on market access valueReal launch failures and lessons learnedCHAPTERS00:00 Introduction and Ray's Career Journey05:51 The Appeal of Small Pharma Companies08:52 Importance of C-Suite Buy-in for Market Access12:26 Launching Products: "Flying the Plane While Building It"15:23 Defining "Early Enough" for Market Access18:02 Internal Education and Stakeholder Management20:52 The HEOR-Market Access Partnership27:05 Lessons from Launch Failures33:10 Impact of Payer Consolidation36:45 Board-Level Market Access Understanding39:40 The Future of Market Access Post-IRAConnect with Marcus: https://www.linkedin.com/in/marcus-metcalfe-8938a35/ Marcus helps US & European Biotech & Pharmaceutical clients by providing Interim/Fractional & Advisory consultants for operational & strategic needs.I also work on selective Executive Search (perm) projects.I have helped Clients when there is no headcount, when they can't find the right permanent candidate, when they have a spike in business, as an alternative to an external vendor or for those simply needing an extra pair of hands.If you need a partner with an extensive network in HEOR and Market Access - this is his sweet spot.He has placed over 120 HEOR and Market Access candidates during my time across US and Europe.With his business partners, he covers the below functional areas.• Biometrics • Business Development• Clinical Research • Drug safety & Product safety• Engineering • Health Economics• Medical Affairs • Market Access• Regulatory Affairs • Compliance/Quality Assurance• Marketing & Medical • Scientific & Preclinical• CommunicationsPodcast produced by www.podforge.co.uk
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