This post-conference workshop will explore what drug manufacturers can do to ensure Federal-specific value creation and optimize revenue by looking beyond statutory contracting and pricing into the full range of levers manufacturers can use to successfully launch products in Federal Agency Health Systems. Topics of discussion will include:

• Market Access Levers in the VA and DoD
  • Identifying the nuances of contracting as an access lever
  • Examining the scope of strategic tips for account optimization
• Measuring Business Opportunity
  • Analyzing calculations for revenue potential
  • What should you be mindful of for product success?
• Reviewing Points of Success in the Commercial Markets
  • What spillover and leveraging points work?
• Developing a roadmap to Market Entry in Federal Health Systems
  • Build a working guideline to prepare your product for market
  • Outlining strategies for a successful launch
• Optimizing value by successfully marketing your VA contract
  • Identifying sources of business e.g., VA Advantage!, FedBizOpps, the Defense Logistics Agency, Federal Procurement Data System – Next Generation (FPDS-MG) and more
  • Additional purchasing programs such as Blanket Purchase Agreements or small business subcontracting opportunities
  • Developing sales strategies to optimize the value of your contract