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Market Access Success in Small Biotech | Ray Frost | Ep. 9
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Market Access Success in Small Biotech | Ray Frost | Ep. 9
Ray 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 COVERED
When to hire market access (hint: 18-24 months before launch minimum)
Building vs buying: The unique challenges of small biotech launches
Why one PBM rejection can cost you 60-80 million lives
The evolving role of market access post-IRA
How to educate internal stakeholders on market access value
Real launch failures and lessons learned
CHAPTERS
00:00 Introduction and Ray's Career Journey
05:51 The Appeal of Small Pharma Companies
08:52 Importance of C-Suite Buy-in for Market Access
12:26 Launching Products: "Flying the Plane While Building It"
15:23 Defining "Early Enough" for Market Access
18:02 Internal Education and Stakeholder Management
20:52 The HEOR-Market Access Partnership
27:05 Lessons from Launch Failures
33:10 Impact of Payer Consolidation
36:45 Board-Level Market Access Understanding
39:40 The Future of Market Access Post-IRA
Connect 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
• Communications
Podcast produced by www.podforge.co.uk
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