Posts by Scott McKenzie
Get A Grip On What The NHS Really Needs If You Want Your Sales Pitch To Succeed
Pharma, Appliance and MedTech companies often ask me how they can zoom in on NHS spending priorities. What should they focus on to give them the best chance of doing business with an NHS partner? Well, the emphasis for 2023/24 is definitely outcomes. The guidance from the NHS is much shorter than in previous years…Read More
Conflicts Within Primary Care Networks Are On The Rise – Is Arbitration The Answer?
Disputes are on the rise within the NHS, and we should not be surprised by that. Working under indescribable pressure, crippling staff shortages and ever-increasing workloads are not ingredients usually found within harmonious professional relationships. And there’s no sign of an immediate improvement. The latest data shows GP appointments are still way above pre-pandemic levels,…Read More
A marriage made in hell? NHS resistance to Pharma, Med-tech and Appliance sector collaborations is holding back progress
Why would a primary care network (PCN) ever say: “We don’t work with pharmaceutical, medical technology or appliance companies – we just don’t do anything with them.”? I heard this exact comment recently and asked what the issue was. The PCN in question replied in quite vague terms, saying there were trust issues and GPs…Read More
What If Your PCN Is Not Delivering What You Need It To?
We’re at that time of year when GPs, nurses, pharmacists and others start to ask themselves if they are in the right primary care network. PCNs were formally established across England on July 1 2019. They were reshuffled in March 2020, again in 2021 and again in 2022. I’ve no doubt this year some networks…Read More
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…Read More
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 –…Read More
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…Read More
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…Read More
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…Read More
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…Read More