Earlier today I hosted Maxim Miller on my LinkedIn Live. We talked about why so many promising biotech assets fail despite stellar clinical data.
In the meantime, some key takeaways:
– The “field of dreams” theory—build it and payers will come—rarely works.
– Science without a viable access strategy is just a sunk cost.
– Investors now underwrite market access risk as much as clinical risk.
– Commercial diligence shouldn’t start after Phase II—it should inform Phase II.
– Small, incremental steps in access planning deliver the highest ROI.
– Exit before launch isn’t a strategy; even sellers need leverage.
– Don’t let “we don’t have enough data yet” delay payer engagement.
– Perfect is the enemy of good enough - start early, iterate, and ask for help.
– Biotech success depends less on data alone than on understanding who pays, why, and when.
As Maxim puts it: "Clinical development and market access shouldn't be a relay race. It should be a tandem exercise."
The investment in early commercial strategy isn't just cost-effective. I truly believe it has some of the best ROI in your entire development journey.
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