Managing the Margins: A Case Study on Winning the Battle with Pricing Incentives
In today’s changing and competitive pharmaceutical market, creative contract pricing scenarios are a necessity. However, the significant number of pricing variables faced by manufacturers quickly surpasses what manual systems can accurately or efficiently handle. High volumes of chargeback submissions and complex, multi-tier, conditional rebate structures undermine profitability by eroding margins and introducing compliance vulnerabilities. In this customer case study, Revitas will join forces with thought leaders from Deloitte Consulting and Sidley Austin LLP to explore the contracting issues that the client faced to effectively and precisely manage chargeback and rebate obligations. This case study will explore:
- How to identify chargeback and rebating exposures
- Why you are probably losing more money on margin than you realized
- Best practices for eliminating weak links in the pharmaceutical value chain
- The benefits of an end-to-end solution for contracting, pricing, and compliance needs
- Jon Smith to start with a generic and tactical perspective with fundamental challenges of this topic and will offer case studies
- Jon to provide discussion on the past 15-20 years challenges in this space
- Bill or Joe to offer discussion on how people can deal with these challenges
- Joe to shed light on some of the strategic aspects from a manufacturing perspective
- Bill to cover big picture ares such as price reporting and charge back and rebate administration
Who Should Attend:
Financial professionals (such as CFOs, VP of Finance, Controller); Contract administrators; Pricing analysts; Legal and compliance executives (such as Chief Counsel, Compliance officer, General Counsel)
Jon Smith, Director, Industry Development at Revitas, has more than 12 years of experience in life sciences business analysis, software sales, consulting, and systems integration. An expert in pharmaceutical contracting, he advises clients on best practices in institutional and managed care contracts, transaction management, and government contracting. Previously, Jon worked for 10 years as Senior Consultant in the Sales and Professional Services groups. In addition, he served as a Principal at Midlance for two years. Jon holds a bachelor’s degree in English and an MBA in Finance from the University of Southern Maine. Originally from Portland, Me., Jon now lives in Pennsylvania with his wife and daughter.
Jon Smith, Director, Industry Development at Revitas, has more than 12 years of experience in life sciences business analysis, software …
Joseph is a Director in the Commercial Strategy & Operations Practice of Deloitte Consulting LLP’s National Life Sciences organization and is the leader of the Contracting Strategy and Revenue Optimization practice. He is a senior executive with over 25 years of operational and technology strategy consulting experience; 20 of them serving the Life Sciences industry; primarily in the commercial, distribution, pricing, contracting, and general council functions. Areas of specialty and thought leadership are in Commercial Analytics, Managed Markets Analytics, and Enterprise Contracts Management Operational Excellence. He recently published an article in the Pharmaceutical Commerce Periodical titled “A Data-Driven Approach to Contract Performance Monitoring and Analysis.”During his career, he has led many operational/technology strategy and large scale systems integration projects at leading Life Sciences companies, in areas such as: Managed Markets and Commercial Analytics; Enterprise Contracts Management Operations and Technology Strategy and Planning; Contracts Management Operations Strategy and Planning; and Contracts ManagementSsoftware Implementation.
Joseph is a Director in the Commercial Strategy & Operations Practice of Deloitte Consulting LLP’s National Life Sciences organization and …
BILL SARRAILLE is a senior member of the Healthcare Practice group and a nationally-recognized lawyer in healthcare law. Mr. Sarraille concentrates on a variety of healthcare matters, including Medicare and Medicaid reimbursement, coverage and coding, pharmaceutical price reporting, issues related to the marketing and promotion of pharmaceuticals and medical devices, internal investigations, clinical research issues, Stark and Anti-Kickback Law analyses, Medicare and Medicaid audits, healthcare acquisitions and due diligence, compliance program audits, managed care matters, healthcare contracts, administrative litigation, legislative matters, privacy and security, coverage for new devices and services, the Foreign Corrupt Practices Act, international compliance and healthcare contracting, the representation of witnesses and companies before Congressional Committees, and the defense of healthcare criminal and False Claims Act matters. Mr. Sarraille has defended clients in some of the largest healthcare fraud investigations brought by the U.S. Government.
BILL SARRAILLE is a senior member of the Healthcare Practice group and a nationally-recognized lawyer in healthcare law. Mr. Sarraille …
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Revitas, the leader in Enterprise Revenue Dynamics, delivers integrated solutions for contracts, pricing, and compliance that drive higher profitability and lower risk. Revitas empowers companies to optimize contract performance by defining, managing, and analyzing complex, multi-tier pricing incentives and enabling positive proof of compliance with commercial, financial, and industry requirements. Powered by the secure, scalable, and standards-based Flex platform, Revitas applications speed time to market and improve visibility across B2B relationships. Hundreds of organizations across the most highly regulated and challenging industries leverage Revitas’s integrated solutions to save money, make money, and reduce risk. For details, visit www.revitasinc.com.
About Deloitte Consulting LLP
The multidisciplinary strengths of Deloitte Consulting LLP’s Life Sciences practice offer the broad resources necessary to address the wide range of transformative issues affecting early-stage, emerging and established life sciences companies. From inception and incorporation, to an initial public offering or a new global product launch, our people have the experience that can help life sciences companies address the specific consulting needs of their expanding business around the world.
About Sidley Austin LLP
Sidley Austin LLP is a premier law firm. With approximately 1700 lawyers, we provide a broad range of services to meet the needs of large and small businesses across a multitude of industries, financial institutions, governments and individuals.Sidley is recognized for service and responsiveness. For the third consecutive year, and each year since the survey’s inception, Sidley has received the most first-tier national rankings of any U.S. law firm in the 2013 U.S. News – Best Lawyers “Best Law Firms” survey. Sidley was also named the U.S. News – Best Lawyers “Law Firm of the Year” in both Commercial Litigation and Securities/Capital Markets Law. BTI, a Boston-based research and consulting firm, has named Sidley as one of only three firms to have been in the top ten of the BTI Client Service rankings every year since the inception of those rankings in 2001, and was number one in three of those years. We have also been widely recognized for our pro bono and diversity programs.We have a global footprint with offices in 18 cities: Beijing, Brussels, Chicago, Dallas, Frankfurt, Geneva, Hong Kong, Houston, London, Los Angeles, New York, Palo Alto, San Francisco, Shanghai, Singapore, Sydney, Tokyo and Washington, D.C.