Evidence, Access & Pricing:

Pricing & Access

Our team of Pricing & Access experts work across functions to leverage locally-nuanced but comprehensively global, value-based pricing and market access strategies.

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Trinity supports pricing strategy at all phases of development to support a product’s access and commercial success, including pre-clinical prioritization, launch pricing and lifecycle management.  

A nuanced understanding of Pricing & Access issues is needed to support other types of work, including Strategic Advisory offerings (e.g., corporate strategy, strategic product planning and business development support), and Commercial Analytics (e.g., forecasting). 

Trinity has extensive experience working with cross-functional decision makers to provide a detailed understanding of how Pricing & Access dynamics, such as gross price, net price, reimbursement policy and emerging marketplace developments impact commercial success.

Pricing Offerings

  • Payer/Pricing Strategy

    Trinity helps brands to maximize their place in the market by developing and pressure testing pricing plans and gathering or generating strong supporting evidence. We offer a complete solution, from a high-level strategic pricing plan all the way to detailed tactics about specific discounts and offer structures. 

    Our clients benefit from leveraging Trinity’s quality global research panel, giving us a unique ability to gather nuanced insights about pricing specifics for each country or payer type on a peer-to-peer level. 

    Each year we conduct pricing research with a wide range of customer types, including:  

    • National, regional, and local pricing authorities, hospital payers, and health technology assessment (HTA) bodies across global markets 
    • U.S. payers including Commercial (MCOs, IDNs, PBMs), Medicare (Advantage, PDP, and ex-MACs), Medicaid (state FFS and managed), and other (VA, employer groups, etc.) 
    • Institutional (hospitals, LTC, etc.) payers, pathway vendors, and reimbursement decision-makers at the provider level 
    • KOLs, HCPs, and other provider staff (administrators, care coordinators) who facilitate access as well as navigate any payment barriers 
    • Patients and patient advocacy representatives 

    Additionally, the features and strategic issues at hand span across a wide range of permutations:  

    • Strategies involving multiple indications and optimal sequencing / bundling strategies 
    • Products with complex administration or packaging / SKU considerations 
    • Innovative pricing, contracting and payment models 
    • Lifecycle list and net price management across channels 
    • International reference pricing and price corridor management 
  • Contracting Strategy

    We support clients’ contracting efforts from early assessment to strategy development, execution support and reporting / performance measurement. Trinity’s holistic services include support with contracting and tendering with both U.S. and global payers, as well as U.S. providers. 

    While a large portion of our contracting work can be considered ‘traditional’, we also support clients who are considering innovative contracting approaches, such as outcomes-based or other value-based arrangements. Whatever your need, Trinity’s strategic support is holistic and end to end.

    OUR APPROACH
    Through collaborative working sessions, detailed account data analysis, and robust economic modeling, we can determine the optimal strategy to help our clients overcome value deficiencies.

    Payer Contracting:
    We guide our clients to establish a net price to optimize physician and patient access. Global net price strategies seek to balance price maintenance with access attainment, often considering multiple indications or populations. Meanwhile, U.S. managed care rebate strategies are structured to optimize to formulary positioning and mitigate barriers associated with utilization management.  

    The Trinity Difference:

    • Deep knowledge of competitive markets, as well as ability and experience in establishing relative clinical differentiation and value outside of price concessions and contracting 
    • Robust understanding of the relationship between pricing and evidence, and specifically how that can be applied to innovative contracting strategies (e.g., reducing payer uncertainty through tailored agreements) 
    • Strong relationships and experience with experts representing U.S. managed care organizations including insurance, Pharmacy Benefit Managers (PBMs) and payer Group Purchasing Organizations (GPOs) 

    Provider Contracting Expertise:
    Trinity has a deep understanding of provider economics and how to optimize provider contracting to shape decision-making and ensure access while maintaining value.

    The Trinity Difference:

    • We have strong relationships with specialty GPO leadership, as well as multiple top 50 U.S. oncology practices 
    • Our contracting strategy recommendations are based on in-depth analytics 
    • We have the ability to provide follow-on support for contract adjudication and optimization 
    • The Trinity 3600 model guides contract decision-making in the context of implications across all stakeholders: manufacturer, provider, payer / health system, trade & distribution 

Access Optimization

The access landscape is changing; cross-border collaborations are forming to better support accelerated access to high-cost and orphan therapies, new policies are in development to address the healthcare disparities that have been highlighted during the COVID-19 pandemic, and innovative pricing and reimbursement approaches are being implemented to ensure the latest advances in healthcare technologies reach growing patient populations globally.

  • Monitoring Access Trends

    Our experts monitor access trends and policy changes to inform landscape assessments and help our clients understand access expectations, including collaboration opportunities to gain early HTA advice to secure better outcomes and nuanced market access timelines by region. 

    The Trinity Difference: 

    • We support our clients with the development of evidence that can support payer needs, including payer-optimized pivotal trial design, supplemental evidence needs and early payer advice 
    • Our experts work cross-functionally or in tandem with KOL and HCP research to understand populations of interest and determine which access barriers would be most problematic to adoption of new therapeutic options 
  • Trade & Distribution

    Our experts understand the need for simplicity in supply chain decision-making and management. We help our clients to determine the optimal distribution strategies to reduce time-to-patient, ensure efficiency around arranging distribution to trade partners, and secure cost-effective distribution solutions. 

    The Trinity Difference: 

    • Deep knowledge of specialty distribution and GPOs (oncology and medical benefit products), as well as strong relationships with those stakeholders 
    • Deep understanding of commercialization models in emerging markets and experience working with distributors 
    • Long-standing experience with contract implementation through various trade channels 
    • Experience with trade and distribution contract structures, and a strong understanding of terms to minimize impact on US government pricing metrics 
    • Familiarity and comfort guiding trade and distribution decision-making relative to whole line, wholesale, specialty, and government channels 

Latest Evidence, Value, Access and Pricing Intelligence

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Meet our Pricing & Access Experts 

Mónica Martín de Bustamante

Mónica Martín de Bustamante

Senior Partner,
Evidence, Value, Access & Pricing

Ms. Martin de Bustamante’s career has focused on pharmaceutical global pricing and market access issues for biopharmaceutical and pharmaceutical products. Her time has been apportioned between the mature and emerging markets, with deep expertise in the USA, EU5, CAN, and JPN. Ms. Martin de Bustamante has worked across the major therapeutic areas (oncology, cardiovascular, neurology, […]

Meet the Team

Robert Albarano

Robert Albarano

Managing Director

Rob is a Managing Director in Trinity’s Evidence, Value, Access, and Pricing practice. Prior to joining Trinity, Rob was a Managing Director (Partner) at L.E.K. Consulting. Rob has 20+ years of healthcare strategy consulting experience, including ~15 years of Market Access and commercial strategy experience. His Market Access experience includes developing launch, pricing, innovative and […]

Meet the Team

Valeria Boers Trilles

Valeria Boers Trilles

Director,
Value, Access & Pricing

Ms. Boers is a Director in Trinity’s Value, Access & Pricing practice. Prior to joining Trinity, Ms. Boers was part of the CBPartners team and focused her experience on pricing and market access engagements, proving strategic support to optimize value communication, product positioning, IRP-based launch sequence and pricing opportunity across a range of therapeutic areas, […]

Meet the Team

Christian Frois

Christian Frois

Partner,
Value, Access & Pricing

Christian is a recognized and widely published expert on pricing, contracting, market access and payer evidence strategy. He leads Trinity’s pricing, market access, reimbursement and contracting (PARC) group, and has supported the development of PARC strategies for more than 50 assets in the US and ex-US.

Meet the Team

Andrew Gould

Andrew Gould

Managing Director,
Value, Access & Pricing

Mr. Gould is a Managing Director in Trinity’s Value, Access, and Pricing practice. Prior to joining Trinity, he led CBPartners’ U.S. Center of Excellence and focused on managed markets strategy engagements. His experience has emphasized the development of numerous pricing and access strategies for both pre-launch and in-line assets within the U.S. Specifically, Mr. Gould […]

Meet the Team

John Greenaway

John Greenaway

Partner,
Value, Access & Pricing

John co-leads our San Francisco office and team and drives growth in our strategic advisory service offering in Pricing, Access, Reimbursement, and Contracting (PARC). Since 1999, John has been leading strategic contracting initiatives, brand planning, forecasting, and product launch strategies to inform customers’ data-driven strategic decision making with market research, quantitative analysis, and financial modeling. […]

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Nandini Hadker

Nandini Hadker

Partner,
Evidence Strategy

An Economist by training, Nandini is a Partner at Trinity Lifesciences with over two decades of experience in the custom research and strategy consulting. She is seasoned at helping clients identify what evidence will be crucial in driving their product’s success, generating that evidence using publication-grade research, and pulling the insights through scientific dissemination. She […]

Meet the Team

Maximilian Hunt

Maximilian Hunt

Partner,
Value, Access & Pricing

Mr. Hunt is a Partner in Trinity’s Value, Access, and Pricing practice. His experience as a global life sciences strategy consultant spans all stages of product development and a wide range of therapeutic areas, including oncology, inflammatory conditions, rare diseases, and cell and gene therapies.  Prior to joining Trinity, Mr. Hunt’s engagement work at CBPartners targeted a variety of commercial business issues related […]

Meet the Team

Miguel Martín de Bustamante

Miguel Martín de Bustamante

Partner,
Value, Access & Pricing

Prior to joining Trinity, Mr. Martín de Bustamante worked across CBPartners’s practices, with a focus on Value, Access, and Pricing. He developed expertise across many related areas, including innovative contracting and access models, strategic product / portfolio positioning, IRP and commercial opportunity based launch sequencing, as well as value positioning across various therapeutic areas. He […]

Meet the Team

Matt O'Hara

Matt O’Hara

Managing Director,
Evidence Strategy

Matt joins Trinity with over 20 years of life sciences consulting experience. During his career, Matt has worked with both pharmaceutical and medical device clients across business/commercial strategy (pricing, market access, product portfolio rationalization, acquisitions, Intellectual Property, and market insights), HEOR (value proposition development, evidence generation planning, and literature reviews, budget impact and comparative effectiveness […]

Meet the Team

Bami Oshinowo

Bami Oshinowo

Partner,
Value, Access & Pricing

Prior to joining Trinity, Ms. Oshinowo led engagement work within the Value, Access and Pricing Practice and drove the Early VAP & CP Centre of Excellence at CBPartners. Her primary expertise is on early-stage pipeline issues related to commercial strategy, including competitive positioning, pricing, market access and trial design optimization. Her geographical expertise includes the USA […]

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Shinkyu Park

Shinkyu Park

Director,
Value, Access & Pricing

Mr. Park is a Director in Trinity’s Value, Access & Pricing practice. Prior to joining Trinity, Mr. Park’s work at CBPartners was primarily focused on pricing, market access, and value demonstration engagements in support of strategic planning with a variety of biopharmaceutical clients. Mr. Park has led many global (including USA, EU, Asia-Pac, and LatAm) […]

Meet the Team

Julia Pikus

Julia Pikus

Principal,
Value, Access & Pricing

Ms. Pikus is a Principal in Trinity’s Value, Access & Pricing practice. Prior to joining Trinity, Ms. Pikus led engagement work within the Value, Access and Pricing Practice and drove the Cell and Gene Therapy Centre of Excellence at CBPartners. In this capacity, Ms. Pikus supported a range of qualitative and quantitative engagements to inform […]

Meet the Team

Jeff Skaar

Jeff Skaar

Managing Director,
Evidence Strategy

Jeff supports pharmaceutical, device, and diagnostic companies in demonstrating and communicating the value of their products.  His work is informed by broader experiences in market access and business and clinical strategy, allowing him to craft health economics and outcomes research solutions that dovetail with overall strategic plans for products across their life cycle stages.  In […]

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Mitali Stevens

Mitali Stevens

Director

Dr. Stevens has over 20 years of combined experience in pharma and med tech industries, with a focus on value evidence generation, reimbursement, and market access. During that time, Dr. Stevens has focused her career on understanding stakeholder needs and developing evidence that integrates health economics, medical affairs, reimbursement, and market access solutions for optimal […]

Meet the Team

If you have any questions, we’re here to answer them.
We look forward to helping identify solutions for you.