Training and Empowerment

We like to say that any strategy, value proposition, or resource is only as good as the team delivering it. We work with our clients to ensure that their payer-facing account teams are equipped to meaningfully engage with customers at launch. From landscape education and themed, gamified scenario workshops to interactive tactical rollout sessions, we’ve got launch readiness covered.

As payer management becomes increasingly restrictive across many therapeutic categories, it is more critical than ever for provider-facing sales teams to be grounded in market access acumen. We assist our clients—through both didactic and interactive methods—to ensure reps are equipped to support their customers in navigating access barriers.

We blend our nuanced understanding of market access with practical experience driving results to help our clients focus on the right measures of success. This includes dashboards that measure the elements of coverage that matter most to brand uptake. We also work with our clients to create measurement approaches that direct field team efforts and track activity against key access initiatives and priorities.

As the healthcare system becomes more complex, life sciences companies have the opportunity to evolve their go-to-market models to successfully engage in this environment. This may include the development of customer-facing roles to have deeper conversations about health economics or centralized support resources that help with reimbursement and patient affordability. At Lumanity, we help our clients understand how their organizational models can evolve to thrive in markets of the future.

Any good strategy is only as good as the execution against that strategy. We work across client functions to ensure common understanding and broad alignment around key opportunities, risks, and market access strategies. Our work ranges from structured workshops designed to bring functions together to long-term multi-dimensional initiatives that build energy and action towards our clients’ market access goals.

The healthcare system is undergoing historic levels of change that challenge life sciences companies to keep pace. We support our clients to stay current on evolving dynamics around specific access channels like Medicare, Medicaid, and specialty pharmacy, and translate those insights—and their impact—into actionable training for central functions and field teams.

A cross-functional matrix approach is often necessary to mitigate access issues that arise at a patient and provider level. These issues can range from unexpected coverage changes to competitor pricing actions. We work with our clients to develop and refine the internal triage processes and then subsequently ensure all involved stakeholders are aligned on roles and responsibilities.

Any successful initiative or launch creates the opportunity to share best practices with the intent of institutionalizing one-off successes across a broader base. We assist our clients with capturing and communicating “what good looks like”, from delivering complex value propositions to opening doors at particularly difficult to access IDNs. As a result, we help to accelerate and enhance the performance of their entire team.