Presentation (CTI)

OBJECTIVES: Health economic models are effective tools for informing hospital purchasing decisions. However, models developed for a health technology appraisal are often complex and difficult to understand by a member of the sales staff and a hospital representative, who may have no experience of economic models. The objective was to compile a checklist to aid with this.
METHODS: This research compiled a checklist to be used when developing an economic model where its purpose is to be used as an effective sales tool.
RESULTS: It is important for the modelling team to gain a clear understanding of the decision problem and the value story of the product. An interview with the model users is useful to gain insight into how they will use the product and facilitates the development of a step-by-step guide to show how the model will be used by the sales team to tailor it to a specific hospital. An economic model will require robust parameters that can be easily tailored to a specific hospital. Robust evidence is required that meets the decision problem and can tell the value story. Alongside the health economic plan, a model shell can be created to demonstrate how the sales staff will interact with the model. The model interface should be simple, with non-technical language, and reflect the step-by-step guide. The model results should accompany the value story. The model shell can be tweaked as per the clients’ requirements prior to building in the functionality. A model appendix can contain calculations and potential uncertainty analysis.
CONCLUSIONS: In a health care setting, an incorrect purchasing decision can result in an economic and clinical burden to the health care payer. This checklist can help a modeller to develop simple, clear economic model to accompany the value story and to allow for increased access to approved, cost-effective products.