Turning Business Down

ClientA small biotechnology company whose new product was not meeting forecast
Company ObjectivesThe company asked MME to propose a study to determine what payer contracting terms would best help the company generate more prescriptions for its product. The company insisted that the research be conducted only with payers.
Project DescriptionWe informed the company that contract changes would not result in more prescriptions because the product itself presented too many challenges to customers. Reimbursement issues were NOT holding the product back.
Project OutcomeMME refused to submit a proposal for work we believed was unnecessary and referred the company to other potential suppliers. After spending over $100,000 on research, the company was told by another supplier that no contracting tactics could help generate new prescriptions.