Ottimizzare l’accesso alle terapie: coinvolgere gli stakeholder per dimostrare il valore
In an increasingly competitive market, having an excellent product is no longer enough; understanding the real needs of stakeholders and demonstrating the value of therapies — by highlighting their benefits across various dimensions — is essential to stand out from the competition. Pharmaceutical and medical device companies must therefore be able to showcase not only the clinical effectiveness of their products but also their economic impact, the improved quality of life for patients, and efficiency in resource use.
In today’s dynamic healthcare landscape, stakeholder perception of value plays a crucial role in determining the success of therapies launched by companies. From patients to healthcare providers, payers, and policymakers, each stakeholder has unique priorities and different impacts on the decision-making process that determines patient access to necessary care.
National regulatory bodies like AIFA (Italian Medicines Agency), the Ministry of Health, Agenas (National Agency for Regional Health Services), and ISS (National Institute of Health) exert a significant influence on the dynamics of access to therapies. Through activities such as Horizon Scanning and comparative value assessments, they evaluate not only the efficacy and safety of drugs but also the economic impact of proposed therapies.
The involvement of political entities, both at the national level (Ministry of Health) and local level (regions and health departments), is crucial in defining resources allocated to healthcare and implementing policies that directly influence budget allocation and healthcare governance. After the reform of Title V of the Italian Constitution, the Regions have assumed the role of principal payers, managing the delivery of care and ensuring financial sustainability through the evaluation of appropriate resource use.
Within healthcare organizations, various non-clinical figures, such as strategic management and the procurement office, play a fundamental role in decision-making regarding the adoption of healthcare technologies, ensuring economic and operational consistency with the organization's objectives.
Clinicians have always been key players in the selection and adoption of healthcare technologies, influencing not only patient therapy but also the strategic management of organizations. Their priorities, such as ensuring appropriate access to innovation and the ability to conduct clinical research, not only stimulate scientific advancement but also enhance their professional prestige.
Although the role of patients in decision-making processes related to the development and market entry of a product is not yet structurally defined, a shift towards greater involvement is underway. The goal is to ensure equitable access to care, reduce economic burden, and improve their quality of life.
The landscape of access to therapies in Italy is constantly evolving, with increasing attention to inclusive governance and economic sustainability. Understanding the role of each stakeholder and their coordinated engagement is essential to develop a compelling value proposition and ensure that decisions effectively address the population’s needs, promoting an equitable and efficient healthcare system.
Some effective strategies to optimize stakeholder perception of value may include:
- In-depth analysis of stakeholders’ view: conducting research and analysis to understand the preferences, perceptions, and concerns of key stakeholders.
- Clear and ad-hoc communication: articulating the value of therapies clearly and contextually, highlighting tangible and intangible benefits for different stakeholders.
- Strategic collaborations: building strategic collaborations with opinion leaders, healthcare organizations, policymakers, and patient associations to increase acceptance and adoption of therapies.
ELSE: the strategic partner for optimizing value
In this dynamic environment, ELSE stands out as a strategic partner for companies seeking to demonstrate the value of their products by optimizing stakeholder perception of value. Through an integrated and evidence-based approach, ELSE offers targeted and specialized consultancy to develop effective strategies that promote therapy adoption and improve outcomes, adding value to patients and all other stakeholders.
To learn more about how ELSE can support your company in achieving its objectives in the Life Sciences sector, contact us oggi stesso.