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GTN Training Series
Virtual Training Series
Courses Available Year-Round!

Virtual Training Series
Courses Available Year-Round!

Interactive and Impactful CPE Courses for Life Science Companies to Learn and Optimize Gross-to-Net, Government Pricing, Market Access Strategies, Payer Contracting and Salesforce Incentive Plans

About the GTN Training Series

Each CPE accredited, 2-hour webcast within this series serves as a fundamental opportunity to take a deep-dive into the hottest topics impacting GTN today. Boasting a classroom-like format with a solo instructor and devoted Q&A, benefit from practical, digestible content delivered by industry thought-leader, Murray Kay. Choose the courses and dates that fit your needs and schedule; maximize your learning and sign up for all three.

Course 1 — GTN Concepts & Accounting Implications

Date Options:

🔸 May 12          🔸 June 22
🔸 July 13          🔸 September 15


Rapid growth in commercial & government rebates has resulted in GTN reductions above 50% of gross sales for traditional brands. Gross-to-net sales continue to be impacted by significant volatility, high risk exposure, and material true-up adjustments.

By attending this virtual course, you'll learn about:

  • Sales forecasting and GTN sensitivity analysis
  • PBM revenue sources and impact of leveraging aggregated demand
  • Impact of payer formulary exclusions, prior authorization and step edits
  • Implications of escalating patient out-of-pocket costs on prescription abandonment
  • Forecasting payer mix and rebate percentages to establish accrual rates
  • True-up adjustments
  • Key factors impacting rebate rates
  • Chargebacks
  • Copay assistance programs, accumulators & maximizers 
  • Wholesaler fees
  • Accounting for product returns
  • GTN pipeline and demand liability
  • Third-party data sources

Course 2 — Government Programs and Impact on GTN

Date Options:

🔸 July 14
🔸 August 18


Net sales as a percent of gross sales are generally below 50% for traditional products due primarily to higher government rebates. Government programs experienced rapid growth resulting in an increase in the percentage of total retail prescription drug costs from 20% in 2000 to over 50% in 2021. 

By attending this virtual course, you'll learn about:

  • Medicare Part B buy & bill provider reimbursement and GTN implications
  • White, brown and clear bagging
  • Medicare Part D Prescription Drug Program
  • Considerations for estimating Medicare Part D Donut Hole
  • Fundamentals of Medicaid Drug Rebate Program
  • Implications of price increases on Medicaid Net Price and GTN
  • Triggering Medicaid best price penalty
  • Medicaid penny pricing
  • Authorized generics
  • TRICARE
  • 340B – ecosystem, double dipping and current developments
  • Medicaid enacted legislation
  • Implications of the Build Back Better Act

Course 3 — PBM Contract Analytics and Negotiations

Date Options:

🔸 October 13
🔸 December 14


The three largest vertically integrated PBMs control approximately 80% of the market and have a lot of clout. Escalating rebates for formulary access coupled with PBM measures to limit utilization continues to put pressure on gross and net sales. 

By attending this virtual course, you'll learn about:

  • Financial relationships – PBMs, pharma companies, payers, providers, and patients
  • Unique dynamics of PBM expansion and consolidation
  • PBM revenue sources and impact of leveraging aggregated demand
  • Impact of payer formulary exclusions, prior authorization and step edits
  • Implications of escalating patient out-of-pocket costs on prescription abandonment
  • Addressing market access and patient affordability challenges
  • Rebate walls
  • ROI of PBM contracting scenarios
  • Impact of PBM contract renewals on market access, rebates & GTN
  • PBM negotiating strategies
  • PBM contract analytics
  • Case study – negotiating rebates & market access with PBMs

Benefits of Our Training Courses

Informa training courses provide in-depth teaching and discussion about highly relevant topics relevant to the finance, accounting and GTN community that can not be covered at a conference. With dedicated instruction in a classroom-like environment, a training course will offer you interactive opportunities with the instructor and fellow attendees so you can get your most pressing questions answered in a much more individualized setting.

Dedicated Q&A Times

Get all your questions answered with our dedicated Q&A times. 

Digestible Content & Presentation Access

Conveniently scheduled  in 2 hour segments to make the detailed content more easily digestible. 

Personalized Interaction

Training courses offer a more personalized interaction with the instructor to answer your specific questions and give feedback in a classroom-like setting

Detailed Course Agenda

A detailed course agenda and outline of topics to be covered is listed on the training course website so you know exactly what you will learn

Who Should Attend?

This course is highly recommended for anyone working in the life sciences industry, within the following departments or positions:

◽ Accounting                              ◽ Finance

◽ Accruals                                   ◽ Financial Planning & Analysis

◽ Auditing                                    ◽ Government Pricing

◽ Commercial Operations         ◽ Gross-to-Net

◽ Commercial Finance               ◽ Managed Markets Finance

◽ Contract Analytics                   ◽ Rebates

◽ Discounts                                  ◽ Reporting