pharmAcademy: Public tendering in hospitals inside out

10:00 - 16:30
Location: offices, Chaussée de la Hulpe 166,
Brussels (1170), Belgium
A visitors parking is available on site.


The new law on public procurement came into force on 30 June 2017. As both private and public hospitals are now subject to public procurement rules, they will all have to implement these new regulations in their procurement processes.
Although the new regime offers more flexibility with for example new possibilities to use the negotiation procedure, a new procedure called “innovative partnership” and higher thresholds, it also provides for particular constraints like the use of the ESPD, the generalisation of e-procurement and specific rules regarding the course of the negotiations.
Whilst the new directives are driving for more value based tendering and tend to go from “price” to “cost”, the Belgian regime still contains the possibility to use the “price only” system. Some “value based” mechanisms nevertheless exist now and will certainly be useful for the pharma sector.
During this pharmAcademy session, the instructors will first quickly guide you through the “basics” (scope, procedures, thresholds, …) of hospital tendering but then focus on the new landscape of public procurement in the pharma sector. They will share their experience of tendering processes within hospitals and present the initiatives already taken in the medical devices sector to implement more value based tendering. There will be plenty of opportunity for questions.
This training is intended for everyone within your pharma company who deals with hospital tendering from close by or far, such as for example hospital sales managers, hospital business managers, hospital medical representatives and people responsible for regulatory affairs.


  • Virginie Dor, partner, CMS Belgium, expert with the EU Commission on public procurement
  • Bruno Fonteyn, senior lawyer, CMS Belgium, life sciences specialist
  • Yves Dewez, director, Association Centrale d'Achat Hospitaliète (ACAH), Belgium

Course material

  • Printed hand-outs of PowerPoint presentations will be made available during the training.
  • Trainees will also receive a USB-stick with PowerPoint presentations in pdf and other related documents.
  • Training materials are in English. The instructors and trainees will each use their own native language.

Practical info

  • Register by September 7, 2018
  • For members only

Registration fees

  • Normal registration fee: 450 EUR (ex. VAT) per participant
  • Group registration fee (minimum 3 participants of the same company): 390 EUR (ex. VAT) per participant
As the number of attendees of the pharmAcademy trainings is limited, your registration will only be final after you receive a confirmation of your registration. An invoice will be sent afterwards to your email address. Please forward this to the appropriate accounting department within your company.
If there are no places left, a waiting list will be created to fill in cancellations for the current session or to give priority for the next session. Only written cancellations to will be taken into account. In case you are unable to attend, the company is allowed to send a replacement. The registration fee remains due if the registration has not been cancelled in writing at least 5 working days prior to the training.


10h00 - 11h15
The new landscape of public procurement in the pharma sector Speaker : Virginie Dor
Partner, CMS Belgium, expert with the EU Commission on public procurement
11h15 - 11h30
Coffee break
11h30 - 12h30
On the way towards more value based procurement? Speaker : Virginie Dor
Partner, CMS Belgium, expert with the EU Commission on public procurement
12h30 - 13h30
13h30 - 14h45
Specific questions on the interface between pharma and procurement (samples, art. 10 of the medicine law, rebates, etc.) Speaker : Bruno Fonteyn
Senior lawyer, CMS Belgium, life sciences specialist
14h45 - 15h00
Coffee break
15h00 - 16h00
The experience of a hospital purchaser Speaker : Yves Dewez
Director, ACAH Belgium
16h00 - 16h30
Networking opportunity