Validation of real-world evidence leads to increased market presence and 17 million covered lives
This case study highlights how Baker Tilly helped a healthcare company gain market coverage and execute a strategic publication plan.
Client background
Baker Tilly served as the strategic partner to a large, multi-national biotechnology healthcare company with more than 80 patents and a U.S. Food and Drug Administration (FDA) cleared guideline.
The business challenge
The client needed to increase payer and industry awareness of the economic impact associated with the use of its diagnostic testing product, as well as expand the number of covered lives. They needed assistance validating previous study findings and identifying the evidence that most effectively demonstrated product value. Finally, the client wanted to revamp its existing payer-facing dossier and highlight the product’s value.
The Baker Tilly approach
Senior leaders engaged Baker Tilly to implement a comprehensive market coverage expansion strategy through the development and execution of a strategic publication plan. This plan demonstrated the cost-savings of the client’s product, as well as implemented a strategic approach to payer outreach and coverage for its hero diagnostic product. As a part of the comprehensive publication strategy, Baker Tilly helped target key audiences of high-impact scientific journals and put together a payer-specific communication strategy. A thorough review of all relevant and most recent literature related to the client product epidemiology and payer medical policies were conducted. From this review, key economic metrics were identified, including per-member, per-month (PMPM) ratios, which reinforced the value of the client’s product. Additionally, a scientific manuscript outlining the economic impact of increased utilization of the client’s product on the treatment outcomes was developed. Baker Tilly crafted an updated payer-facing dossier and multiple packages highlighting the most relevant information, including economic findings of the client product that featured a credible message for private payer audiences.
Business impact
An article demonstrating the cost-savings impact of the client’s product for payers was published in a peer-reviewed scientific journal. This article enabled the client to increase its market presence and strengthen the scientific literature supporting the product’s value. The client’s payer-facing dossier was updated to include the most relevant scientific literature, FDA guidance, and clinical and economic findings of its diagnostic test. From this dossier, Baker Tilly crafted a unique payer strategy that was centered on the ethnic disparities identified within the therapeutic space, which payers viewed as instrumental in coverage decision. Baker Tilly and the client engaged in productive meetings with payer executives from national coverage providers in the U.S. This allowed the client to successfully advocate for favorable coverage decisions and reimbursement policies, resulting in an additional 17 million covered lives through a national U.S. provider.
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