Legislative and regulatory change

Product: Guilford Pharmaceutical’s Gliadel Wafer (now part of Eisai)

Target Audience: CMS

Challenge: Barriers to prescription of product misunderstood

Strategies:

• Interview cancer center directors to discover true product perceptions, barriers to use – lack of appropriate reimbursement identified
• Prepare client and select physician advocates for presentation to CMS distinguishing product

Results:

• Changes in DRG increased amount of reimbursement to hospitals
• Use increased substantially
• Relationships with oncologists preserved