Farzana Malik

Examiner
DISC Type : cs

Steering Committee Member, Rare Disease Interest Group, Health Technology Assessment International at Health Technology Assessment international (HTAi)

Switzerland

Overview

A commercially focused leader with over 20 years of experience in market access, pricing, and health economics, specializing in treatments for rare and ultra-rare diseases. She is the Managing Partner at Cogience and a Steering Committee Member at Health Technology Assessment international (HTAi). She holds a PhD from the University of St Andrews.

Outside of her professional work, she enjoys a range of activities including hiking, dancing, and skiing. These interests suggest an appreciation for both the outdoors and artistic expression, providing a balance to her scientific and commercial career.

She uniquely bridges commerce, policy, and academia through her simultaneous leadership roles in consulting, an international HTA organization, and lecturing on biomedical entrepreneurship.

Personality Overview

Late Adopter

Unexpressive

Process Oriented

They do not like taking risks at all and go for proven options in the end.  They are heavily focused on quality and prefer doing things the right way, even if it takes time. Being observant comes to them naturally.

Topics They Care About

Rare Disease Access
Her career is dedicated to overcoming the unique market access and economic modeling challenges associated with treatments for rare and ultra-rare diseases.
Economic Modeling in HTA
She has co-authored multiple recent systematic reviews and publications exploring the challenges and solutions for economic modeling in health technology assessments for rare diseases.
Drug Pricing Policy
Actively follows and comments on major policy developments, such as the Inflation Reduction Act (IRA) and European early access pathways, which are central to her work.

Media Appearances

Rare Diseases – HTAi (Steering Committee Members). Featured in Health Technology Assessment International (HTAi)

See Now

Work History

9-2023
Steering Committee Member, Rare Disease Interest Group, Health Technology Assessment International at Health Technology Assessment international (HTAi)
12-2014
Managing Partner at Cogience
9-2021 - 9-2025
Lecturer, module leader for pricing & reimbursement at sitem Center for Translational Medicine and Biomedical Entrepreneurship
3-2016 - 3-2020
VP Pricing & Market Access at Vicarius Pharma
7-2011 - 8-2013
VP Market Access at Sequana Medical - alfapump system

Education

1993 - 1998
Doctor of Philosophy (PhD) from University of St Andrews
9-1992 - 7-1993
Master's degree from University of St Andrews

More Information

Social Presence :

Prographics :

Exp : 11 Location : Switzerland Job Level : N/A Designation : Steering Committee Member, Rare Disease Interest Group, Health Technology Assessment International at Health Technology Assessment international (HTAi)
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Insights For Selling To Farzana

During A Call Or A Meeting

DO's

  • Be firm in your communication and stay in control
  • Ask them which other stakeholders would be important for this purchase decision
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them

DONT's

  • Don't rely on relationship building even if they act pleasantly
  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't use phrases like 'do not worry', 'i promise' etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Farzana is

  • Adoption by others is very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Farzana

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Farzana move?

  • They don't like to hasten, so their speed of decision-making may be slow.
  • Can Farzana take some risk or not?

  • They have little willingness to take risks, and prefer making calculated decisions.

You And Farzana

Personality Compatibility


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