The pricing–access split: when one model doesn’t fit all

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As pricing and market access decisions become more interconnected across markets and lifecycle stages, the way these functions are organized matters more than ever. This article explores the two dominant organizational models in life sciences, the trade-offs each brings, and why governance, accountability, and portfolio complexity should shape the right setup.

Why the pricing-access split has become a strategic question

Pricing and market access have always been closely connected in life sciences. While the connection exists, the cost of misalignment is now more prominent. Pricing and access decisions today are more tightly linked across markets, indications and lifecycle stages, making later adjustments more difficult.

Across our work with pharma and biotech companies at different stages of maturity, we consistently observe that organizational models which work well at lower…