Are you ready for first quarter-end close?

Be Ready for First Quarter-End Close and Earnings Announcements!

Your time is valuable, that's why this year's Gross-to-Net Accounting Forum is moving to a JAM-PACKED, one-day summit on March 23rd - minimizing the disruption to your work week.

Get a comprehensive overview of the entire pharmaceutical GTN process and minimize liability impacting your bottom line with industry experts such as:

• Amy Ramazio, Finance Director, GlaxoSmithKline
• Mila Tartakovsky, Sr. Director, Corporate Financial Analytics, Daiichi Sankyo
• Larry Breen, Director of Revenue Analytics, Sunovion Pharmaceuticals
• And more!

Download the agenda for more details and speaker line-ups.

Plus! Tailored Discussion Groups are back! Brainstorm issues, concepts and solutions related to your company size and function in the Gross-to-Net Roundtable Wine and Dinner.

Join us March 23, 2015 in Arlington and click here to register now.

If you have any questions about the event, please reach out to me at rgeswell@iirusa.com 

Download Archived Webinar – Revenue Leakage: Industry Definition, Insight and Best Practices to Mitigate Risk

The term ‘Revenue Leakage’ is used widely in the pharmaceutical industry and is creating management buzz!  In Gross-to-Net the term most commonly references lost net sales as a result of unintentional internal or external data, process and system issues. 

This webinar is to further explore the term Revenue Leakage and what it means to branded pharma, start-ups, generics, and biotechs.  In Gross-to-Net, Revenue Leakage can arise in any customer segment (Government and Commercial) and any customer channel (Medicaid, VA, 340B, Managed Care, Specialty, Part D, etc.). 

The key to mitigating Revenue Leakage is to recognize, assess and continuously improve.  The industry has made large investments in adjudication systems and performed numerous audits to temper the hemorrhaging.  There is no substitute to a strong cross-functional process with continuous analytics to ultimately control the risk.

Jennifer Sharpe from daVIZta, a Revenue Analytics firm, will moderate the Revenue Leakage discussion.  Jennifer is joined by her fellow co-chairs for the upcoming IIR GTN conference in June:  Larry Breen from Sunovion, Roxana Santiago from Hospira and Courtney Callihan from GSK.

The webinar addresses and provides insight on the following components of Revenue Leakage:

• Collective Industry Definition
• Customer Segment and Channel impacts
• Financial Statement impacts (accruals, cash flow, forecasting)
• The industry risk between adjudication and audit – the need for continuous improvement.
• Industry best practices and next steps for mitigating risk and continuous improvement.

Download the webinar here. 

To hear more from Jennifer, Larry, Courtney, and Roxana, make sure you join them at the Gross-to-Net Accounting Forum, June 17-18 in Philadelphia, PA. Save $100 off the current rate when registering with the code: XP1911BLOG

Register Here.

Reminder - Complimentary Revenue Leakage Webinar | Register Now

Revenue Leakage:  Industry Definition, Insight and Best Practices to Mitigate Risk
Join us for a Webinar on April 14th—space is limited!
Reserve your Webinar seat here.
Mention Priority Code: XP1911WEB

Understand what ‘Revenue Leakage’ means to branded pharma, start-ups, generics, and biotechs with IIR’s 2nd Annual Gross-to-Net Accounting Forum’s discussion group chairs! 
• Collective Industry Definition
• Customer Segment and Channel impacts
• Financial Statement impacts (accruals, cash flow, forecasting)
• The industry risk between adjudication and audit —the need for continuous improvement.
• Industry best practices and next steps for mitigating risk and continuous improvement.   

MODERATOR:
Jennifer Sharpe, Revenue Analytics Gross-to-Net, daVIZta

PRESENTERS:
From Big Pharma – Courtney Callihan, Finance Director, GlaxoSmithKline
From Small to Mid-Sized Pharma – Larry Breen, Director of Financial Planning and Analysis/Revenue Analytics, Sunovion Pharmaceuticals
From Generics – Roxana Santiago, Senior Finance Director, Gross to Net, Hospira Worldwide, Inc.

After registering you will receive a confirmation email containing information about joining the Webinar.

Keep the discussion going with our Chairs at IIR's 2nd Annual Gross-To-Net Accounting Forum

2014 Conference Highlights include:
• New tailored discussion groups to collaborate across Managed Markets, Commercial, Government Programs and Finance for Big, Small to Mid-Sized Pharma, and Generics
• First opportunity to get up close and personal with the AMP Final Rule at the pre-conference workshop
• Never-before-heard case studies on GTN automation and chargeback methodology, in addition to strategic forecasting panel discussions
• Quantifying approaches for the impact of Medicaid, 340B and Healthcare Reform

Register by 5/2 and save up to $400 off standard registration rates

If you have any questions about the agenda or event, please contact Ryan Geswell at rgeswell@iirusa.com or visit our webpage.

We look forward to seeing you June 17-18 in Philadelphia!


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MDRP 2010 Conference - Minimizing Revenue Leakage in the Government Programs

Speakers:
Allison Pugsley – Hogan Lovells
Catrina Hirschauer - Xenodyne

There are several ways to manage and reduce the revenue leakage within your company. With Class of Trade being the foundation of the GP building this is a good place to start. In negotiating that CoT and evaluating the contract membership lists you can help to identify ways of reducing any leakage in your company. As well as monitoring the CoT for all government contracts. These entity lists change regularly, and while at one time there should have been a discount given, it may not be the case today. Not to mention that if a non-government entity is purchasing with a discount to which they are not entitled, you will then create a Best Price issue for your company. With a new lower Best Price you will see a reduction in revenue through bigger price concessions, while not catching a Best Price issue you run the risk of seeing a large settlement take a chunk out of your revenue.

Chargebacks are also an important way to ensure you are determining the sales as they should be captured. Was it a non-retail sale or a retail one? Was the transaction a sale or a return/reversal? Was the government entity entitled to that chargeback? Going back to the issue above; without maintaining and reconciling your chargebacks, how are you going to know if you are out of compliance by giving a discount where it was not supposed to be? The government is going to want to know if that was an error or if you were trying to commit fraud with by-passing the Best Price issue: either way you are out of compliance. You have spent a great deal of your company’s revenue to maintain your compliance programs and if you do not take the time to check the detail, you are just creating another revenue leak.

Another area is in your FSS contracts. There are entities that are entitled to FCP and others who are entitled to the OGA price. In addition, there are also situations where the entity is entitled to both. Are you paying attention to which entities are receiving the lower FCP price and which are not entitled to it? And you are required to offer the FCP, but have you avoided paying anything lower than the FCP? With the OGA price being a negotiated amount there is certainly movement possibilities there.

So, make sure you are looking at your contracts and detail. Yes, there is a lot of detail out there, but it could very well be worth the effort to “follow the money” and see if there are areas of savings.