In a recent conversation, a US-based biopharma leader told us: “We’ve cleared the FDA, we’ve got strong adoption in major hospitals, and CMS came through quickly. Why are Australia and New Zealand so much slower?” It’s a fair question that reflects a common misconception. The Australian and New Zealand systems do not mirror the US. Navigating the Australian system using methods, narratives, and tools developed for the US market is a sure path to frustration.
A different policy environment
In the US, reimbursement can often be driven by large payors, hospital systems, and commercial negotiations. In Australia and New Zealand, the government plays a far more central role. Funding decisions are largely controlled by public bodies, committees, and Ministers, each working within strict budgetary limits. Even therapies with strong clinical evidence can wait years if there is no political or social urgency.
Why global playbooks don’t translate
Strategies that work in the US often rely on scale, speed, and market competition. But in Australia and New Zealand, the decision-making culture is different. Policymakers expect local evidence, local patient stories, and clear demonstrations of national benefit. A therapy proven overseas is not automatically viewed as a priority here.
Here are some wise words from our Director, John Emmerson:
“They’re independent, not unaware. If the right parliamentarians are informed and the political lens is applied, they move. Without that, it can stall indefinitely.”
In other words, just because the Australian system is led by the bureaucracy does not mean you cannot highlight your application. Creating powerful narratives and building a coalition of parliamentarians and patient groups can make your cause proximate, urgent, and show the need for change.
In an environment where it can take six to seven years for a product to approved and funded, ensuring appropriate review timelines can make a whole world of difference.
Making it local
What shifts the needle is localisation. That means:
When decision-makers can connect the therapy to their own constituencies, it stops being an abstract global innovation and becomes a national priority.
How London Agency helps
We often guide international companies through this process. That includes translating global data into Australian and New Zealand contexts, introducing policymakers to clinicians and patients who can tell authentic local stories, and ensuring narratives are built around therapies that position them in line with current health and economic priorities.
The result is that instead of waiting for global reputation to open doors, therapies earn attention through relevance and resonance in these unique markets.
If you’d like to discuss how to remove barriers and accelerate adoption in Australia and New Zealand, Let’s chat about our Policy Pathway Workshop.
