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 –…

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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…

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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…

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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.…

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