TRAINING FOR YOUR TEAM
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ACCESS TO INNOVATION
Scott McKenzie Consultancy Clients Include:








Support for pharma, med tech and device firms
We'll help you get your pharmaceutical products, medical technology and devices in front of the real decision makers
Support for NHS Service Providers
Helping GPs, PCNs and GP federations build sustainable and resilient practices and organisations that thrive
I understand the challenges you face

After 10 years selling to the NHS for major pharmaceutical companies, and 15 years embedded within the NHS as a management consultant, I have unrivalled insight of the challenges faced by all sides involved in the NHS industry.
I've helped many GPs, PCNs and GP federations generate £millions in new contracted business and develop sustainable general practice. And I've supported pharma, med tech and device firms to land their value added projects and pathways NHS projects.
I will open your eyes to the considerable opportunities and innovations that await you - opportunities that improve pathways to care and transform outcomes for both the NHS and patients.
I know what it takes to achieve success from both perspectives. And I can share this with you too.
Get the skills and knowledge to achieve your goals

Latest News And Blogs

How Should Pharma, Med Tech And Appliance Market Access Teams Deal With Objections To An NHS Sales Pitch?
When Pharma, MedTech and Appliances market access teams get through the door to sell their products to the NHS, a good pitch isn’t the end of the work that will need to be put in. You can do all the right things – lead with the problem you solve instead of the product, give a…

How do successful Primary Care Networks make their money?
Most of my NHS clients understand they must work out their priorities well in advance in order to attract the most income from the Primary Care Network Direct Enhanced Service (DES) and the Investment and Impact Fund (IIF), which is what I help them to do. In essence, the more indicators – clinical objectives –…

Why pitching to the NHS at place level gives Pharma, MedTech and Appliance firms the edge
When we have a fixed mindset, it can be hard to see the benefits of a different approach. It can be difficult to prove the success of something that you’ve never tried before. With the NHS, the most obvious pathways to market access are not necessarily the most successful. Just as sales teams trying to…

Pharma companies – prove you’re different and you’ll beat the competition
In a previous blog, I mentioned a Coco Chanel quote from Tom Poland’s book, Leadsology: The Science of Being in Demand. The quote is: “In order to be indispensable, one must be different.” I used it to talk about general practice and how thinking differently is really the only way round the workload and recruitment…

The secret to a thriving GP Practice – and how to take on 8,000 new patients without buckling
It goes without saying that these are really tough times for general practice. Workloads are crippling, recruitment is increasingly difficult and staff morale is rapidly dropping. Practices sinking ever further into the morass often don’t have the time and space they need to think about solutions to these issues – the day-to-day chaos of work…

Think ‘Prevention’ When The Role Of Your Pharma, Med Tech Or Device Project Does Not At First Provide An Obvious Solution For NHS Problems
Having just spent two days in London working with a major pharmaceutical client, I was able to remind their market access team that even when it looks as though you might not have anything to offer to help solve the NHS’s problems, when you think about things differently you can be a massive part of…

Say no to ‘No’ – the simple solution to successful NHS negotiation
When you’re hit between the eyes with a challenge or you fundamentally disagree with the direction of a piece of work you’re being asked to contribute to, what do you do? Do you go in with an open mind, fully prepared to compromise until you reach a workable solution? Or do you sit in your…

Could GPs Take On More Work? That’s Not As Daft As It Sounds
I’ve written a lot recently about the potential for hospitals to subcontract work to general practice via either the practices themselves, the primary care networks or potentially a GP federation. On the face of it, even the thought of piling more work onto GPs seems preposterous. How on Earth could GPs – already drowning in…

Does your product messaging align with what the NHS actually wants?
When working with one of my Pharma, MedTech and Devices clients in the summer, I noticed the language used by the market access team was mainly: “I need tools, I need data, I need something snazzy I can take to the customer.” It took me less than half an hour to dismantle this way of…

NHS negotiations – how to challenge commissioning objections
I sat in a meeting recently with one of my Pharma, MedTech and Devices industry contacts where I was coaching my client, who had run up against a brick wall with the NHS commissioner. In their most recent meeting, they had barely got started and the answer coming back from the NHS was: “No. Nope.…

Why isn’t the Additional Role Reimbursement Scheme relieving workload stresses?
I’m hearing a fair bit of criticism at the moment about the Additional Roles Reimbursement Scheme, which is part of the Primary Care Network DES (Direct Enhanced Service). The whole idea behind the scheme is to grow additional capacity through new roles, and by doing so, help to solve some of the workforce shortage in…

A Failsafe Way To Avoid Leading A Pitch To The NHS With Your Product
If you’re familiar with my articles you’ll know I often advise the Pharma, MedTech and Devices industry to never lead their pitch to the NHS with details of their product. Why? Because your prospects are extremely time-strapped and need to first understand which of their many challenges your product proposes to solve for them. For…