A global pharmaceutical company had experienced numerous and rapidly emerging hurdles restricting market access for key products. To address these hurdles the decision was made to strengthen the internal market access capabilities and to provide a unified market access perspective to internal and external stakeholders. This would integrate market access awareness into commercial and development strategies.

A detailed profile was developed for a new Market Access position within the client organisation that integrated different views of market access into a unified perspective that was understood and actively supported by key stakeholders. The critical interfaces between the new Market Access position and key internal and external stakeholders were defined. A 9 month objective-oriented training and coaching program was designed and delivered to enhance the visibility of Market Access within the client organisation.

By establishing a unified interface to external stakeholders the client was able to better demonstrate the value of treatments, integrate commercial and development views and develop data management capabilities to provide foresight on market access issues. Through the provision of tailored coaching and training support to the Market Access position, the client was able to ensure effective and consistent performance of position across products, indications and geographies, and embed a coherent "market access philosophy" within the organisation.