Mock negotiation panel and counteroffer preparation

Situation

A life sciences manufacturer sought support in understanding how Centers for Medicare & Medicaid Services (CMS) would conduct its negotiation meetings, the CMS staff and their roles, as well as anticipated questions to inform their negotiations strategy. ​

 Solution

• We performed a mock negotiation exercise to facilitate alignment within the client organization on the current value proposition, prioritized messages and associated implications for Inflation Reduction Act negotiation for the selected products.​
• Our experts and CMS advisers simulated expert discussions from the government perspective to prepare client’s negotiation team.​

Success

The client team set a simulated maximum fair price, and they identified gaps in evidence that the manufacturer could fill before negotiation, highlighting potential strengths and vulnerabilities for the selected products.​