White Guide and Orange Guide Formatting Project - Pfizer

During the meeting:
After the meeting:
Stick to the agenda.
Orange Guide – Chapter 12: Contracting
Firewall discussions into appropriate segments. One possibility is to separate all discussions
where Pfizer or Greenstone are purchasing goods or services (Pfizer or Greenstone as
"customer") from those where Pfizer or Greenstone are providing discounts, goods or
services (Pfizer or Greenstone as "seller").
Manage the other side’s attempts to link discussions of multiple projects by deferring the
issue for future conversation or delegating the issue to colleagues not in attendance.
Carefully approach discussions of non-contracting business opportunities during the
negotiation period prior to and around the time of rebate contract expiration.
Evaluate the contracting offer and other business proposals independently and on their own
merits; separate business teams within Pfizer or Greenstone should do the respective
evaluations.
Be mindful of how financial and other notes regarding the contracting offer and other
business opportunities may appear in hindsight. For example, the valuations for each
business opportunity on the same worksheet may imply that the opportunities are
connected and interdependent when the intent was otherwise.
“Swapping” Discounts between Commercial and Part D Plans
Many managed care organizations, including HMOs, currently manage both commercial and Medicare
Part D books of business. These organizations will negotiate discounts from pharmaceutical
companies on behalf of the government under Medicare Part D, as well as on behalf of their
commercial business. The government has expressed concern that entities will utilize Medicare Part D
leverage to obtain preferential discounts for their commercial books of business.
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