Business Case

Identification of stakeholder-specific value propositions for a mid-size pharma company launching a therapy for a Lupus

Our client, a mid-size pharmaceutical company was planning a Phase II clinical trial for a novel treatment for Lupus and sought to define the key value propositions for all stakeholders to ensure the clinical program captured sufficient data to support future payer negotiations. LSC developed a multifaceted approach, evaluating market dynamics and engaging in qualitative research with stakeholders such as physicians, payers, and patients. The analysis culminated in a cross-functional working session to ascertain the value across various customer avenues. The project ultimately aligned the team in highlighting the product’s value propositions and laid the groundwork for an informed commercial strategy with optimized project positioning and targeted, impactful messaging.