Dr. Nick Proctor

Understanding Pharma Market Access & Payers in Europe

By Dr. Nick Proctor

Course Details

Dates & Locations

16 October 2024

Live online

Register

6 December 2024

Live online

Register

Upcoming Session

16 October 2024, Live online

Early bird € 1 470

(Full fee € 1 670)

(until 14/09/2024)

Market access is a prerequisite for brand success. Optimal access is not easy to achieve in Europe’s complex and dynamic healthcare landscape, with its myriad of systems, payers and decision-making processes.

It requires careful planning and cross-functional collaboration from phase II onwards.

The goal of this course is to demystify market access for anyone involved.

By participating, you will not only have the chance to ask your specific questions to a true expert, but also experience the unique opportunity to share experiences and engage in in-depth discussions with your international peers.

Additionally, you will be equipped with clear schematic overviews of the market access systems in Europe’s major markets as a resource to reference in your daily work.

  1. The patterns in pricing & reimbursement systems and processes in France, Germany, Italy, Spain and the UK.

  2. Market access challenges and opportunities in these countries.

  3. How to differentiate between categories of payers.

  4. Payer archetypes and the drivers of their decision-making processes.

  5. The market access plan and process, and the contributions of internal stakeholders across functions.

  6. The types of Managed Entry Agreements that are used by payers and pharma to mitigate risk.

Archetyping countries by health system structure

 

 

To see the detailed agenda, please submit your details in the form below the table.

Welcome & Introductions (~30 min)
Demystifying Market Access (~1 h)
Understanding Payer Archetypes (~2 h)
Lunch Break
France & Germany (~1 h 15 min)
Italy & Spain (~45 min)
UK (~30 min)
A Cross-functional Process for Optimal Access (~45 min)
Final Q&A (~15 min)
Close

 

To see the detailed agenda, please submit your details in the form below:

  • Dr. Nick Proctor is a senior consultant to the pharmaceutical industry for over 20 years, most recently as a Partner with Access Infinity. Over the past 15 years, he has led pricing, reimbursement and access projects for the majority of the world’s top pharmaceutical brands and manufacturers.

  • Nick has a strong background in pricing, evidence synthesis, health economics and outcomes research, as well as experience of working with payers in all major developed and emerging international health markets.

  • CELforPharma faculty member since 2015, Nick is a very passionate trainer. He actively engages participants in discussions and is very experienced in leading interactive sessions.

All executives in functions that contribute to market access optimisation of New Chemical Entities/innovator drugs, in particular:

  • Medical Affairs
  • Marketing
  • Clinical Development
  • Health Outcomes


Obviously, all in-country market access executives moving to an international role will greatly benefit from participating.

If you are a consultant, please contact Annelies Swaan, who will check with the faculty whether you can attend. 

Would you like to receive a list of anonymised participant profiles from previous sessions? 

Email inge.cornelis@celforpharma.com

The average Recommendation Score from participants of the last session was 

9,0/10!

 

 

Read this selection of testimonials from recent participants: 

I recently completed the "Understanding Pharma Market Access & Payers in Europe" course, and I must say it exceeded my expectations. The explanations provided were very clear, accompanied by relevant examples that made the complex concepts easy to grasp. The course offered valuable insights into the intricacies of pharma market access and payer dynamics in Europe. I highly recommend it to anyone looking to enhance their understanding of this critical aspect of the pharmaceutical industry.

EFPIA

Giacomo Borgo, Associate Director Public Affairs - Belgium - December 2023

Very informative session facilitated by an industry expert. Highly recommended if you want to know more on EU payers.

Boehringer Ingelheim

Hans Demeyere, Senior Manager Global Market Access - Germany - September 2023

Having worked in access positions for few months now, this course enabled me to structure my knowledge while filling the gaps. I recommend it for any newcomer in an Access and Pricing role.

UCB

Nicolas De Mot, Market Access Performance Lead - Belgium - September 2023

I am very pleased with the course! The information shared definitely gave me a direction on how to further develop my knowledge in market access.

Seagen

Katerina Afanasjeva, Project Manager - Switzerland - September 2023

What more can I say about this course other than amazing! The topics covered, the expert trainer, the interaction with the other participants and the service and support from CELforPharma, all perfect. A day well spent, thank you!

Daiichi Sankyo

Shantanu Jawla, Manager - HEOR & RWE - Germany - June 2023

This was a very well organised and comprehensive day, giving a strong overview on market access in Europe. Highly recommended for anyone new to the field or wanting to gain knowledge on the cross-European perspective.

GSK

Andy McGuffie, Government Affairs Director - United Kingdom - June 2023

What I valued most from this 1-day training was the quality of the content and expertise from the trainer, the exchanges and sharing of experiences with other participants and the good organisation and support from the CELforPharma team. These things made for a very enjoyable, insightful and engaging course experience, thank you!

Legacy Healthcare

Angelo Mello, Corporate Development Director - Switzerland - June 2023

Nick Proctor's course provides an excellent overview and introduction to key concepts in Market Access. I have many years of industry experience in medical affairs, and as my role is expanding I joined the course as an opportunity to consolidate many different ideas and principles (and abbreviations!) which I have heard before, but did not have fully clarified for how market access fits in the industry, as well as key ideas which are important for the function. In reality, the course exceeded my expectations - the content is excellently structured, and Nick provides a balance between an overview of the key ideas, and details for key markets as an example for how approaches can differ depending stakeholders and country structure. The closing session on cross-functional process and strategy is also really helpful to connect the ideas with my experience in other parts of the industry. Super helpful, thank you Nick!

Novartis

Rachel Cruickshank, Medical Operations Lead - Spain - June 2023

Very comprehensive overview of the payer landscape in Europe - I would highly recommend!

Osprey Health Consulting

Peirce Treacy, Strategic Consultant - United Kingdom - March 2023

I would absolutely recommend this course to someone transitioning into Market Access like I am. I gained so much by attending including definitions of concepts I had never dealt with before. In addition to the content and the expertise of Nick, we also had many great opportunities to ask questions freely and learn from the other attendees experiences. THANK YOU!!

Daiichi Sankyo

Andrea Gonzalo González, Pricing Manager - Germany - June 2023

This course is a great intro and overall dive into the basics of Market Access. It was a day full of engagement with lots of valuable learning from the content presented as well as the shared experiences from Nick and the other participants.

Daiichi Sankyo

Johana Oshiro, Expert V&A Business Management - Germany - June 2023

Extremely clear and engaging course. I'll happily recommend it to my colleagues who are also very much interested in grasping general concepts of market access. Thanks to Nick and also to CELforPharma for their kind support throughout the day

Novartis

Anna Jedrusik, Senior Manager, Public Affairs, Region Europe - Switzerland - December 2022

Good time with excellent overview of reimbursement systems in EU5.

Nutricia

Artur Krzyżanowski, Medical Affairs & Market Access Director - Poland - December 2022

Very relevant and engaging course by Nick Proctor - I can highly recommend the course to HEOR and Access professionals working in global roles.

Novo Nordisk

Sara Larsen, Senior Global HEOR Manager - Denmark - October 2022

Nick gave a very relevant overview of what matters to payers across Europe. Very intense and insightful!

Biotest

Jonas Alfermann, Head of Market and Pricing Insights - Germany - October 2022

Everything you always wanted to know about market access strategies (but were afraid to ask) can be found in Nick's great course!

EFPIA

François Bouvy, Executive Director Economic and Social Affairs - Belgium - March 2022

I now have a better understanding of what market access really is thanks to Nick’s clarifications of terms and definitions on what is a very complex topic. I know now what the dynamics and differences between countries are. I loved having such a diverse group on the course to also get their input from their countries. Thank you.

Dr. Schär

Melanie Steinmair, Medical Affairs Manager Renal Nutrition - Italy - March 2022

The course is an excellent option to learn about the access function in one day from a company perspective, as well as the behaviours of the different decision maker archetypes that drive decisions in access to medicines in Europe.

Vertex Pharmaceuticals

Fernando Albertos Martínez, International Pricing and Market Access Associate Director - Spain - March 2022

Excellent course for anybody looking to get an introduction into market access pathways in the EU5 countries.

EFPIA

Mihai Rotaru, Senior Manager, Market Access - Belgium - March 2022

A very well put together course by Nick to give an overview of EU market access in just 1 day. This cannot be easy as there is plenty to learn and talk about! It is broken down with enough detail but not too much that it distracts from the bigger picture and the variation of MA landscapes.

Insmed

Joe Willard, Associate Director MA UK&I - United Kingdom - March 2022

Fantastic introduction - highly appreciated for a 'newbie'.

EFPIA

Sophie Millar, Public Affairs Manager - Belgium - March 2022

I came away from the course with an excellent overview of Market Access in pharma. Nick demonstrated a rather deep knowledge of all topics covered during the training and I gained lots of valuable insights condensed into 1 day. Also, excellent organisation and communication by CELforPharma. Many thanks.

Bayer

Jens Scheidtmann, Lead Data Architect Market Access - Germany - December 2021

This course provides a very good overview of the market access landscape and players in Europe. Nick is definitely an expert in his field and did a great job presenting. We got enough opportunities to interact with the other participants, which provided a variety of different perspectives due to our different backgrounds. Thanks.

Santen

Nadiya Deferne, Public Affairs Lead - Switzerland - December 2021

Nick really added great value to the day by giving us a detailed look at the key European market access processes as well as a good insight into the cross-functional process for optimal access. He is a very good speaker and engaging presenter with extensive knowledge used to answer any and all questions. The CELforPharma staff were incredibly helpful and very much on top of everything. Thank you both so much!

Novo Nordisk

Yannick Van Ballaer, Project Manager - Switzerland - October 2021

Nick was very good at explaining everything and gave us a nice general overview of the Market Access process in Europe. The content was perfectly aligned with my expectations. Thanks to both Nick and CELforPharma!

Bluepharma

Ana Patricia Rei, Head of Portfolio Management - Portugal - October 2021

Nick has real experience which added lots of value to the course because it meant he was able to give us concrete details and examples on major markets. He really did a great job presenting. Thank you. I would like to also say thank you for the service from CELforPharma which was indeed excellent before, during and after the course.

Tecnimede

Miguel Ruas Da Silva, Vice-President - Portugal - October 2021

Very good course, delivered by a knowledgeable expert.

Yakumed

Mohamed Oubihi, CEO - United Kingdom - October 2021

The expert trainer Nick gives you a good insight into the possible difficulties of successful market access in different countries and what to keep in mind to avoid those difficulties as much as possible. I want to thank Nick for a great training and thank CELforPharma for being so helpful to make sure I was set and ready to attend and ensure all ran smoothly on the day.

AOP Orphan

Simone Klingenbrunner, Business Development Specialist - Austria - October 2021

The course gave a nicely detailed coverage of the different MA approaches across Europe with an excellent and knowledgeable presenter. Thanks to Nick and the CELforPharma team. It was a very enjoyable course day!

Takeda

Sam Williams, Tender & Pricing Manager - United Kingdom - June 2021

Having transitioned from an affiliate to a global role, this was the type of EU5 country-comparisons and discussions I was looking for. The content and the moderation enables detection of patterns regarding key new developments between countries. One of my favourite aspects was the interactive group discussions, polls and quizzes. A good group and enjoyable course. Thank you.

Ferring

Sebastian Vosgerau, Associate Dir. Global Market Access & Strategic Pricing - Germany - June 2021

For those who wish to be initiated to Market Access, I highly recommend this course. It is clear, well delivered, allows great interaction and is well organised.

argenx

Adeline Boucher, Head of EU Regulatory - Belgium - June 2021

Great overview for a quite complex topic, in just one day.

Janssen

Mohamed Mokhtar, Marketing Lead Gastro - Germany - June 2021

Nick was a very considerate trainer, who took a complex multi-dimensional topic to a simple level, which was straightforward to understand. It helped establish a base line level of understanding of the key concepts in Market Access and Payer negotiations across Europe. Thank you.

BMS

Emma Bowden, Head of Corporate Affairs, EU Cluster - United Kingdom - March 2021

The course was very well organised. During the course I experienced a nice atmosphere, in which I could ask any question. The expert really knows what he is talking about and was able to answer all our questions in an even more than sufficient way.

Bayer

Fabian Deck, Solution Engineer for Market Access - Germany - March 2021

It was a great session, very well organised! The expert instructor navigates successfully - in a simple and clear way - the reasons for increasing payer control mechanisms across EU and their emerging needs.

UCB

Panagiotis Fournaros, Market Access Performance Excellence Lead - Greece - March 2021

An excellent introduction to the intricacies and considerations of market access. Particularly good at highlighting the cross-functional requirement for successful market access. A good introductory course for those entering into the field or a refresher to those with experience needing an update.

Kowa

Rod Coombs, President & Director - United Kingdom - March 2021

I really enjoyed Nick as a presenter and his knowledge. He had a very humorous way of portraying the info and answering the questions.

Bayer

Sarah Koytcheva, PI2 Pricing Manager - Germany - March 2021

16 October 2024, Live online

Early bird € 1 470

(Full fee € 1 670)

(until 14/09/2024)

6 December 2024, Live online

Early bird € 1 470

(Full fee € 1 670)

(until 01/11/2024)

Important information:

  • Our courses typically take place between 9 AM and 5 PM CET (Brussels, Amsterdam, Paris).
  • Live online sessions will be hosted in Zoom.
  • Face-to-face courses will take place at a four-star business hotel close to the airport.
  • You will receive all practical details after your registration.

For any questions related to the above, please do not hesitate to email Lisa Causero or contact her by phone at +32 484 70 91 97.

How to Register

  1. Click the green "Register" button on the course session of your preference.

  2. The registration wizard will guide you through the personal and company data that we need to process your registration.

  3. You have the choice between 2 payment options:

    1. Payment by credit card. You will not be required to pay immediately, but you will receive a secured payment link together with the invoice.

    2. Payment via bank transfer

  4. Click "Register Now". You will be sent an automatic email confirming your registration followed by a personal email containing an invoice and further payment instructions.


For assistance with your registration, please email Annelies Swaan or contact her by phone at +32 486 98 52 49. 
 

Included in the Registration Fee:

For live online courses:

  • Access to a virtual small-class (max 20 participants), expert led course in real-time, using an interactive platform for break-out rooms, whiteboard exercises, polling, plenary discussions and chats.

  • Course material will be provided to you in both digital format (by email) and in hard copy (by post, so you can make notes during the course).

  • Certificate of attendance signed by the expert and CELforPharma.
     

For face-to-face courses:

  • Participation in a small-class (max 20 participants), expert led face-to-face course with interactive group exercises and plenary discussions. You will have the opportunity to meet the expert and discuss your own projects/issues during the breaks.

  • Course material will be provided to you in both digital format (by email) and in hard copy (so you can make notes during the course).

  • Opportunities for networking and informal discussions during coffee/tea breaks and lunch.

  • Certificate of attendance signed by the expert and CELforPharma. 
     

VAT Information

The prices on our website are excluding VAT. Depending on the format of the course (face-to-face in Brussels or live online or self-study programme) and your location, we are obliged by Belgian law to apply VAT.

We are obliged by Belgian law to apply VAT in the following cases:

Face-to-Face public course organised in Belgium


Article 53 of the European Union VAT Directive 2006/112 states that : “The place of supply of services in respect of admission to cultural, artistic, sporting, scientific, educational, entertainment or similar events, such as fairs and exhibitions, and of ancillary services related to the admission, supplied to a taxable person, shall be the place where those events actually take place.” 
If the course that you register for takes place in Belgium, we are obliged to charge 21% Belgian VAT. 
However, you can recover this Belgian VAT through the refund procedure. Note that this procedure differs depending on the country where you are located. It is best to contact your local VAT administration for this.
 

Online Public courses -  live webinar


Webinars where the participants can communicate among themselves or ask questions to the speaker(s) (be it verbally, via a chat function or similar), are considered as ‘online interactive webinars’ by the Belgian VAT administration. 
According to Article 53 of the European Union VAT Directive 2006/112, these online interactive webinars take place where the organisation of the seminar takes place, which in this case is Belgium. 
So, if you register for one of our live online courses (organised from our offices in Belgium), we are obliged to charge 21% Belgian VAT. 
However, you can recover this Belgian VAT through the refund procedure. Note that this procedure differs depending on the country where you are located. It is best to contact your local VAT administration for this.
 

Self-Study Programme:


A self-study programme is a service provided electronically. It is the period of self-study that is the most important in our self-study Basics of Health Economics and not the kickoff and closing webinars. As a result, this self-study program follows a different VAT application and the place of the service is where the customer is established. Therefore, we follow the VAT rules applicable to the country of your invoicing address.

 

Group Discounts

Team discounts can be offered to 2 or more delegates from the same company.

Email Annelies Swaan, Director Business Operations, for more details. 
 

Transfer & Cancellation Policy

Flexible Transfer

  • If a registrant cannot attend the scheduled course, he/she can avoid any cancellation charge by sending a suitable replacement participant.

  • Alternatively, the registrant can transfer once on a “space available” basis at no extra cost, until 3 weeks prior to the event, to another course of the same value held within one year of the original course date.

Registration Cancellation

  • Less than 14 days prior to the course date: registrant liable to pay the full invoiced registration fee.

  • Between 15 and 30 days prior to the course date: registrant liable to pay 50% of the invoiced registration fee.

  • More than 30 days prior to the course date: registrant liable to pay a cancellation fee of € 450 per registrant.

  • If a registrant postpones his/her participation to a future course, and cancels again, no refund can be claimed for registration fees.

 

Benefits of CELforPharma’s face-to-face courses:

  • You have the unique opportunity to interact 1:1 with the expert(s).

  • Plenty of opportunity for informal 1:1 and group conversations with your international peers to exchange experiences and ideas, to discuss issues and to network.

  • Face-to-face interactions allow for more depth during Q&As and group work.

  • You can step away from your daily routine in the office and enjoy a more focused learning experience in a comfortable business hotel environment.

 

Benefits of CELforPharma’s live online courses:

  • The formal programme is as impactful as a face-to-face course thanks to the highly interactive format (using breakouts, polls, quizzes …).

  • No travel & accommodation expenses

  • You can attend the course from the comfort of your own office or home.

  • We send you the course materials by post so that you can take notes and fully engage with the course content.

No, if you choose credit card payment, we will send you a secure payment link together with the invoice.

Team discounts can be offered for 2 or more registrations confirmed at the same time. The level of discount will depend on the number of registrations and the availability of seats.

Email Annelies Swaan, Director Business Operations, for more details. 

Depending on the format of the course (face-to-face in Brussels or live online or self-study programme) and your location, we are obliged by Belgian law to apply VAT in the following cases:

Face-to-Face public course organised in Belgium


Article 53 of the European Union VAT Directive 2006/112 states that : “The place of supply of services in respect of admission to cultural, artistic, sporting, scientific, educational, entertainment or similar events, such as fairs and exhibitions, and of ancillary services related to the admission, supplied to a taxable person, shall be the place where those events actually take place.” 
If the course that you register for takes place in Belgium, we are obliged to charge 21% Belgian VAT. 
However, you can recover this Belgian VAT through the refund procedure. Note that this procedure differs depending on the country where you are located. It is best to contact your local VAT administration for this.
 

Online Public courses -  live webinar


Webinars where the participants can communicate among themselves or ask questions to the speaker(s) (be it verbally, via a chat function or similar), are considered as ‘online interactive webinars’ by the Belgian VAT administration. 
According to Article 53 of the European Union VAT Directive 2006/112, these online interactive webinars take place where the organisation of the seminar takes place, which in this case is Belgium. 
So, if you register for one of our live online courses (organised from our offices in Belgium), we are obliged to charge 21% Belgian VAT. 
However, you can recover this Belgian VAT through the refund procedure. Note that this procedure differs depending on the country where you are located. It is best to contact your local VAT administration for this.
 

Self-Study Programme:


A self-study programme is a service provided electronically. It is the period of self-study that is the most important in our self-study Basics of Health Economics and not the kickoff and closing webinars. As a result, this self-study program follows a different VAT application and the place of the service is where the customer is established. Therefore, we follow the VAT rules applicable to the country of your invoicing address.

Our face-to-face courses in Brussels take place in four-star business hotels close to the airport. As part of our strong relationship with these hotels, CELforPharma has secured a discount on the daily room rate for our delegates who book their accommodation via us.   

Upon your registration, we will assist you to make your hotel booking. For any assistance in this matter please do not hesitate to email Lisa Causero, Programme Coordinator, or contact her by phone at +32 484 70 91 97. 

We do not record our live online public courses as we want to offer a safe environment for all attendees to share their experiences and freely ask questions.

This way, by participating in our courses, you do not only learn from our expert faculty but also from your international peers in the room.

No, we don't sell the course materials as a stand-alone. 
Without the expert's explanation, the exercises and the discussions with other course participants, there is very little value in the slides.

Email Inge Cornelis, partner with CELforPharma, to help you choose the course that is best suited. 

Yes! 

We have helped many managers with setting up an in-house training programme for their team. 

Email Inge Cornelis, partner with CELforPharma, to discuss your team training needs.

Do you have any other questions?  
Email Annelies Swaan or call +32 486 98 52 49.

By clicking the below button, you will save this course to MY COURSES in the upper right corner of the website. This allows you to quickly retrieve it later. 

Don’t forget to make a personal account using the Login button in the upper right corner of the website to keep your list of saved courses for your next visit.

Dates & Locations

16 October 2024

Live online

Register

6 December 2024

Live online

Register