
I recently had a conversation with a potential client who was seeking a straightforward answer as to why their products couldn't secure reimbursement with Pharmac.
They claimed to have been in negotiations with Pharmac for a "whopping" 18 months, yet progress seemed elusive. When I inquired about the nature of these negotiations, it became clear – they weren't negotiating; they were merely sending offers and receiving radio silence.
I asked, "What were you negotiating about?" Their response: "I've sent them three proposals, but haven't heard anything back!"
I responded with, "let me guess, each offer got better than the one before. You hoped by sweetening the deal you would hopefully get a response. "
It dawned on me that this scenario isn't uncommon, especially with companies based in Australia assuming they can handle it remotely. Picture this – Pharmac receives a multitude of offers and proposals each week.
Many, due to a lack of understanding, miss crucial elements.
Imagine being on the receiving end of numerous proposals – they're likely categorized by quality and the perceived likelihood of negotiation. Proposal quality is crucial, and the steps taken both pre and post-submission have a significant impact.
So, if you find yourself repeatedly sending proposals with increasingly attractive terms, Pharmac already knows one key thing – if they continue to ignore you, chances are your offers will keep improving. Silence, in this case, is indeed golden.
Having a NZ partner who comprehends the intricacies of the local health system, and recognizes its uniqueness compared to Australia, ensures your proposals end up in the right pile.
Or you can live in the hope that one day they may come back to you!
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