Securing Market Uptake

Learn whom to talk to when, why and how

1 - 2 Nov 2023

On location


13,350 DKK ex VAT

(app. 1,795 EUR ex VAT)



In a taxed paid healthcare system like The Nordic any new investment needs to be fitted to match the specific structures it meets.

Market uptake, then, becomes a delicate exercise to make the stakeholder cascade support implementation of e.g. new medicine in the hospitals. To enable the participants to develop an understanding of this complex machinery this course will provide insight in the critical processes at the key levels: Political/admin system, Hospital Management and Clinical Unit.

Besides meeting representatives from the involved stakeholder groups, we will study a real life case and discuss which types of measures Market Access could have considered in the process.

For this we will work on a HTA process and use study material from the public domain


"The information provided on the course is of great practical value including hands-on perspective from a number of important categories of stakeholders. So, well done!"

Kristian Ambeck, Customer Manager, Pfizer A/S. 

"Spot-on regarding Market Access work in Denmark!"

Peter Stefansson, Market Access Manager Scandinavia, Orion Pharma. 


  • Stakeholder understanding
  • Tax paid health care
  • Political-/Administrative system
  • Hospital Management
  • Budget planning

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Course leader(s) & Lecturer(s)

  • Thomas Bruun Kolbye
    Course leader
    Health System Partner
    Roche A/S
  • Peter Bo Poulsen
    Sr. Health Economics and Outcomes Research Manager
    Pfizer ApS
  • Ulrik Lassen
    Ledende overlæge, professor
    Region Hovedstaden
  • Trine Søby Christensen
    Danish Life Science Cluster
See all


Are you involved in local market access strategy, e.g. as a health economist, tender or reimbursement specialist? Or in other market access or regulatory areas focused on the current and upcoming market situation in Denmark? In that case, join this course. Experienced market access professionals will gain updated knowledge on a dynamic market. If you're new to market access or pharma consultancy, the course provides a quick and broad introduction to the area.


  1. Understanding of the complexity of a tax paid healthcare system
  2. How Hospital Management operate when implementing investments e.g. new hospital medicine
  3. How the clinical system versus the political/administrative system react when new medicine becomes available
  4. How to create a portfolio of targeted offerings for the decision makers in implementing new interventions
  5. How to work with stakeholders in a complex health technology assessment process


    1. Specific skills to operate against a tax paid healthcare system
    2. Competencies in handling a complex health care assessment situation
    3. Insight on the management of hospitals regarding implementation of new innovations

    Course calendar

    Starting 1 Nov 2023
    1 Nov 2023 9:00-16:00

    DAY 1

    • Light breakfast and network
    • Welcome and introduction
    • Setting the scene - The ’approval ‘from the Danish Medicines Council has come through and then what?
    • How the ’system’ works in terms of implementation (market uptake)
    • Lunch
    • Market Access based Real World Evidence (RWE) during a products life cycle
    • Case work
    • Wrap up and questions
      2 Nov 2023 9:00-16:00

      DAY 2

      • Light breakfast and network
      • Wrap up from Day 1
      • Hospital management
      • Group discussion
      • Lunch
      • Local administration
      • Group discussion
      • Introduction to methods uncovering conditions and barriers in the clinique
      • Final group work
      • Wrap up
        Practical information


        Registration deadline
        31 Oct 2023
        Lersø Parkallé 101
        2100 København Ø
        1 - 2 Nov
        Sometimes things change. This is the expected programme.

        Course information


        Prior to the course you will get access to mandatory and optional readings via your personal Atrium log-in.

        Please familiarize yourself with the mandatory readings before starting the course.

        The mandatory readings are also part of the examination syllabus.

        In connection with the course, relevant material will be uploaded to your personal profile at - it is also recommended that you buy the book ‘Introduction to Medical Market Access in Denmark’ (Djøf Forlag).


        Once you have attended all four market access courses, you can take the exam.

        The exam is held twice a year, once in the spring and once in the fall.

        The exam is a written take-home assignment in which you must demonstrate that you are able to plan a market access strategy that includes the relevant stakeholders and decision makers.

        You have three weeks to finish your assignment.

        This course is a part of a diploma

        Diploma in Market Access

        Our Diploma in Market Access provides you with in-depth knowledge of the Danish healthcare system and its funding models and stakeholders. Raise your skill level in areas such as public affairs, stakeholder management and health economics by attending the four courses

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        Course leader(s)

        Thomas Bruun Kolbye
        Health System Partner
        Roche A/S


        Peter Bo Poulsen
        Sr. Health Economics and Outcomes Research Manager
        Pfizer ApS
        Thomas Bruun Kolbye
        Health System Partner
        Roche A/S
        Ulrik Lassen
        Ledende overlæge, professor
        Region Hovedstaden
        Trine Søby Christensen
        Danish Life Science Cluster

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        WANT TO KNOW MORE or need help?

        Contact Client Manager Ida Salicath at +45 39 15 09 46

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