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Category: Negotiation

  • 3 common mistakes in pharma market access negotiations – and how to avoid them

    3 common mistakes in pharma market access negotiations – and how to avoid them

    Market access is often the decisive bottleneck: without successful payer negotiations, even the most innovative product will fail commercially.

    From my experience, three mistakes repeat again and again:

    1. Starting too late – Market access is often involved only after regulatory approval, when it’s too late to shape the evidence and strategy.
    2. Focusing only on price – instead of positioning broader value, patient outcomes, and system benefits.
    3. Unclear roles – teams enter negotiations without alignment on who leads, who provides evidence, and who has mandate for concessions.

    These mistakes cost time, credibility, and millions. With structured frameworks and early preparation, they can be avoided.

    What has been your experience in payer negotiations?

  • Asia-Pacific BioPharma Insights

    Asia-Pacific BioPharma Insights

    Country Spotlight Series: Japan Biotech & Pharma Deep Dive

    Market Overview

    Japan is one of the most mature and innovation-driven biotech and pharmaceutical markets, valued at ~$45B in 2023 and projected to reach ~$80–100B by 2030.

    Key drivers include an aging population, strong R&D ecosystem, and pioneering regulatory frameworks.

    Innovation Highlights

    • Regenerative Medicine: Japan leads globally with early approvals for iPSC-based therapies and regenerative products
    • Advanced Therapies: Strong pipeline in oncology, gene therapies, and precision medicine
    • Robotics & MedTech: Integration of robotics in healthcare delivery and surgery

    Major Players & Ecosystems

    Top companies: Takeda, Astellas, Daiichi Sankyo, Eisai, Chugai Pharmaceutical.

    Key hubs: Tokyo (headquarters), Kobe Biomedical Innovation Cluster, Osaka (biotech & pharma corridor).

    Regulatory Landscape

    The Pharmaceuticals and Medical Devices Agency (PMDA) is known for pioneering fast-track pathways, especially for regenerative medicine and orphan drugs.

    Japan’s regulatory system emphasizes post-market surveillance and real-world evidence.

    Investment Trends

    Japan attracts ~$4–6B/year in biotech and pharma investments, with strong domestic funding and increasing international partnerships.

    Global players like Roche, Pfizer, and Novartis collaborate with Japanese firms on oncology and rare disease innovation.

    Strategic Opportunities

    • Collaborate on regenerative and advanced therapies
    • Leverage Japan’s expertise in robotics and digital health integration
    • Target unmet needs in aging-related diseases and rare disorders

    Challenges to Watch

    • High development and regulatory compliance costs
    • Competitive domestic landscape with established players
    • Complex market access and reimbursement dynamics
  • Negotiations in Biotech

    Negotiations in Biotech

    In biotech, most negotiations are won or lost long before the first offer is made.

    After 25+ years as a founder, pharma exec, and investor, I’ve learned this:

    The real work isn’t at the table – it’s before you even sit down.

    • Whether it’s licensing, fundraising, M&A, or market access – great negotiations outcomes hinge on:
    • Internal alignment
    • Early preparation and planning of the people, process, and substantive dimensions
    • Framing the deal in a way that creates mutual value

    Too often, teams go in with brilliant science but no clear fallback plan. Or with legal driving the process while BD is unsure of the narrative.

    At Crowlight, we help teams prepare for these critical moments – not just tactically, but strategically.

    Because in biotech, the stakes are too high to improvise.

    Curious how we support founders, investors, and BD leaders before they negotiate?

    Let’s talk – or feel free to share this with someone preparing for a big deal.