Agenda

Pre-Day Workshops | Day One | Day Two

10am - 1pm : Patient Flow

12pm - 5pm : Decision Analysis

Conducted by ZS ASSOCIATES – click here for workshop overviews

SUMMIT AGENDA

8:30am - 8.40am

Chairman Opening Address

Hussain Mooraj, Vice President - Life Science, AMR Research

8:40am - 9:15am

Integrate the Forecast with the rest of your Planning Process

• Insight into a process which enables successful cross-departmental collaboration across finance, marketing, sales & operations
• Manage difference of opinion between these groups
• How to deliver the forecast so that everyone looks at figures in the same way, and communicates the right message
• Strategies to engage senior leadership in the forecast

Mark Morgan, Vice President - Finance, Bayer

9:15am - 9:50am

Increase the effectiveness of the forecast

• How a pharma forecasting group should use process and technology to meet the increasing business needs
• Understand the ways to make the forecaster more effective, both in terms of increasing the credibility of the individual and in ways of utilizing new technologies to enhance communication

Bob Draper, Head of Global Forecasting, Eli Lilly

9:50am - 10:25am

Supply Chain Integration & Optimization!

• Understand the importance of an integrated Global S&OP process
• Utilize your forecast effectively to drive supply chain efficiency
• How to improve supply chain working capital and cost profile, from end-to-end

Wayne Swanton, Director Global Planning & Processes, Abbott Laboratories

10:25am - 10:50am

Coffee Break

10:50am - 11:25am

Measure Total Pipeline Inventory

• Explaining the gaps between Factory Sales and Demand data
• Leveraging organic data to improve sales forecasting accuracy
• Monitoring inventory trends of major retail chains
• How accurate inventory measures improve Financial Reporting, Planning & Analytics

Joseph A. DeFeo, Product Director, IntegriChain

11:25am - 12:00pm

Prioritizing mid- and early-stage therapies using physician research data

• How resources can be optimized by prioritizing the therapies with the greatest commercial potential earlier in the development cycle 
• Understand what factors are predictive of market success
• How a candidate can more likely garner approval from the FDA

Kris Klein, Director, Client Consulting – Pharma Practice, BASES

12:00pm - 12:35pm

Strategic portfolio planning… valuation & prioritization

• Understand the requirements of your forecast in order to make the best strategic decisions for your organization
• Find out about innovative techniques that assist in effective portfolio analysis
• Plan your portfolio and ensure that you evaluate and prioritize the right products

Blair Gibson, Executive Director, Planning & Strategy, Merck & Co.

Forecasting & Decision Analysis – Key Elements of a Business Growth Driver Approach

• The benefits of a business growth driver approach
• Understanding past business growth through “historical” forecasting
• Evaluating therapeutic growth opportunities on a country (US) and global scale  
• Turning analytic data into insights to drive business planning decisions 
• Case Study & Demo: Advanced Therapeutic Area Patient Based Model
• Forecasting and Decision Analysis exploration of business growth drivers
• Including patient and physician market development, patient access, patient conversion, persistence, daily compliance and more
• Conducting analysis through to management communication of recommendations
• Supporting a best practice with an enterprise class analytics platform

Paul Minshull, President, Scarsin
Jeffrey Simbrow, President, inVentiv Communications Canada

Patient-based Enterprise New Product Forecasting

• Forecasting challenges in the Pharmaceutical industry
• What is Enterprise Forecasting
• The advantages of patient-based strategic forecasting
• Forecasting primary care and specialty new products
• A live demonstration of FUTURION HARUSPEX Enterprise New Product forecasting
• Summary and Business Advantages

Robert Carbone, CEO, Futurion

3:50pm - 4:25pm

Regulation & Politics!

• Understand the strategies that are being adopted in Europe which are designed to better control spending and manage budgets - and how can this be applied in the US
• How to quantify the impact of different value levers (e.g. efficacy, safety, quality of life, ancillary care) on uptake, willingness to prescribe/pay and ultimately the forecast
• Describe a methodology for how to apply understanding of different value levers to market share in the US and the Big 5 European countries

Todd R. Johnson, Director of Forecasting, KantarHealth
Lee Blansett, Senior Vice President, Oncology Market Access, KantarHealth

4:25pm - 5:00pm

Where forecasting & reimbursement intersect

• Prepare for the unique coverage and reimbursement issues and hear advice for strategic and tactical implementation
• Understand how payors are treating expensive drugs what you need to factor into your forecast for these types of products
• Insight into strategic payors; medicate, private payors and the concepts that are going to win them over
• Find out what pitfalls you need to be wary of and understand what mix of payors you should consider when building your forecasting models

Mary Bordeaux, Managing Director, Mary Bordeaux Consulting

Pre-Day Workshops | Day One | Day Two

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7:30am - 8.40am

Registration Networking Opens

8:40am - 9:00am

Chairman’s Opening Address

Alec Finney, former Global Forecasting Director, AstraZeneca
Principal, Rivershill Consulting

9:00am - 9:35am

Forecasting New Oncology Products

• Understand the key variables and indicators that drive the forecast
• How to validate and triangulate these key variables to improve forecast accuracy
• Challenges of building forecast assumptions for early stage developmental compound
• Find out about evolving standards of care and their impact
• Case study examples

Robert Rosen, Vice President – Oncology, Bayer
Dr. Peter Sandor, Vice President & Head, Bayer

9:35am - 10:15am

Forecasting for Products in Specialty Market Environments

• How to ensure a well structured approach for new product forecasting
• Develop a strong understanding of the current and likely future market landscape
• Determine where the product will fit from a market, physician, and patient perspective
• Find out how to establish the appropriate price and develop the product forecast

Michael Turner, Vice President, Brand Management Practice, Campbell Alliance

10:50am - 11:25am

Examine the role of Product Analogues in Product Forecasting

• Overcome the data challenges such as integration of primary and secondary data
• Incorporate a multitude of market events that have an impact in future
• Use the right methodology and modelling tools for achieving a realistic forecast

Partha Anbil, Practice Leader, Pharma Solutions, Wolters Kluwer Health

11:25am - 12:00pm

Keeping a Global Focus

• Understand the challenges associated with global financial management and managing multiple markets, each with their own set of conditions
• An insight into strategies and forecasting approaches to handling these constraints
• Forecasting for difficult business models
• Cross cultural forecasting

Marie Lamont, VP Finance & Operations, International Group, Genzyme

12:00pm - 12:35pm

A walk-through the lifecycle…

• Understand the various forecasting approaches that need to be considered at different stages in the product lifecycle
• Insight into pricing methodology and its impact on the forecast
• Factor in product approval and market access considerations when developing your forecast
• Find out about the techniques you should consider when launching new products

Wa’el Hashad, Vice President, Boehringer Ingelheim

12:35pm - 2:00pm

Lunch Break

2:00pm - 2:40pm

Pharma Case Study: An insight into Total Market Forecasting

• Solvay Pharmaceuticals’ forecasting pre-requisites and processes
• The principles of Total Market Forecasting (TMF)
• Moving from excel spreadsheets to an integrated oracle system
• Solvay’s Total Market Forecasting FUTURCAST platform
• A case study example of a TMF gross to net forecast by sales channel (retail, long-term care, mail order, etc.)

Sarah Nguyen, Manager, Decision Science, Solvay Pharmaceuticals US
Robert Carbone, CEO, Futurion

2:40pm - 3:20pm

A Prediction Market for Clinical Trials

• Can the “Wisdom of Crowds” be used to predict the success of clinical trials?
• We present a working prototype of a prediction market where users from any background can create accounts and bet on the likelihood of certain drugs advancing to the next phase in clinical trials.
• The dual aims of the project are to provide a barometer for the status of clinical trials, and to bring together knowledge from diverse sources to enhance and accelerate the drug development process.

Professor Eric Von Hippel, Professor of Innovation Management & Engineering Systems, MIT
Ragu Bharadwaj, Research Scientist, Vertex Pharmaceuticals
Peter Coles, Negotiation, Organizations & Markets Unit, Harvard Business School
Fiona Murray, Associate Professor of Management, MIT Sloan School of Management

3:40pm - 4:15pm

The Future of Biosimilars

• How to forecast the affect of patent expiry on a product
• Insight into the regulatory pathway for biosimilars in the US
• Understand what regulatory process would benefit generic manufacturers and how biosimilars will impact Pharma companies

Charles Nau, Director Federal Affairs, Johnson & Johnson

4:15pm - 4:50pm

“Pharmerging”: A Spotlight on Jordan

• Introduction to pharmaceutical market in MENA countries (Middle East & North African)
• Special focus on Jordanian pharmaceutical market including market analysis, demographic and environmental analysis that includes foresight and forecast
• Foreign investment advantages/disadvantages in Jordan

Radi Haloub, former Product Manager, Hikma Pharmaceuticals Researcher, University of Huddersfield

4:50pm - 5:00pm

Chairman’s Closing Remarks

Alec Finney, former Global Forecasting Director, AstraZeneca
Principal, Rivershill Consulting

Pre-Day Workshops | Day One | Day Two

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