Negotiating a long-term deal for branded medicines supply to the NHS
Case study
Following the COVID-19 pandemic, the existing agreement between the pharmaceutical industry and UK Government to keep NHS medicine costs affordable became untenable. Our advisor was engaged by the trade association for the pharmaceutical industry, to advise on negotiating a sustainable new, long-term agreement.
Our advisor built consensus across industry for an innovative new deal design and a new tactical approach, with industry consulting on its proposals before negotiating. Appointed lead negotiator for the industry, our advisor then led six months of intensive negotiations with HMG and the NHS, working closely with senior industry leaders.
The resulting agreement saw the NHS triple the growth rate of investment in branded medicines for 5 years and reduce rebates on new medicines to internationally competitive levels. Industry signed up to radical new proposals for efficiencies on older medicines and new investment into the UK research ecosystem. The Chancellor of the Exchequer described this as a ‘landmark agreement’.
Richard Torbett
Chief Executive
Association of the British Pharmaceutical Industry
“He worked with us for two years on every aspect – including leading the ‘at the table’ talks… He is an outstanding negotiation expert, has a deep understanding of government and public policy development and is very effective at driving toward mutually beneficial negotiation goals.”