ENABLING A SHIFT FROM REACTIVE TO PROACTIVE PRICING
Case Study
Pricing complexity is increasing, requiring alignment across Global, Regional, and Local priorities alongside external pressures such as MFN, reference pricing, tenders, and market access dynamics. In the Middle East, fragmented governance and cross-market alignment challenges make it harder to move from reactive decisions to proactive, strategic pricing. Without shared frameworks and early integration, pricing remains inconsistent and too late to fully shape access and value. We worked with a top global Pharma company to address this challenge
The Challenge
Build affiliate capability in pricing strategy development and execution
Define application of innovative pricing models
Align Global, Regional, and Local ways of working
Develop pricing strategies and initial business cases for priority assets
Strengthen cross-functional collaboration and trust
OBJECTIVES
Insight Gathering
Aligned on objectives, outcomes, and roles, prepared frameworks and pre-reads, and shaped early thinking on pricing priorities
Co-Creation of the Workshop and Outputs
Facilitated a 3-day cross-functional workshop, enabling real-time co-creation of pricing strategies and business cases, with a focus on decisions and practical outputs
Finalisation & Handover
Consolidated outputs into clear next steps, defined ownership, future ways of working and governance supporting the transition into execution
APPROACH
Increased pricing capability and understanding across the affiliate
Clearer frameworks for proactive pricing and reimbursement strategies
Alignment across Global, Regional, and Local stakeholders
Strengthened trust, transparency, and collaboration
Initial strategies and business cases for priority assets
RESULT
More proactive and aligned pricing strategy development across the region
Improved efficiency in pricing and business case development
Greater consistency and risk management across markets
Stronger integration of pricing into early strategic decision-making
A foundation for a sustained Middle East Pricing Hub model with ongoing alignment and governance
WHAT MADE THIS WORK
If you’re looking to strengthen alignment across Global, Regional, and Local pricing/ access teams and move towards more proactive, strategic pricing, we’re happy to share how this approach could translate to your context.