Posts by Scott McKenzie
Why Primary Care Networks (PCNs) Need To Reboot
We’ve come through year end for the Primary Care Networks, and for many of them, this is a time for looking forward. When they think about 2023/24, some of them will be dealing with reformation where the original set-up didn’t work, and so they’re looking at a new PCN. Some of them will be embedding…
Read MoreWhy GPs need permission to say no – or we risk losing them
I’ve written many times about the pressure of workload, how that’s affecting GPs and some of the tactics they can use to address the problems that a heavy workload is creating for them. But it’s a problem that is really coming to a head now, especially with the new instruction in the GP Contract update…
Read More6 Ways To Win An Audience With The NHS
When I sit down with people working within the Pharma, Med Tech and Appliance sector, typically, they want to know three things: 1. How do you get a game-changing product in front of the NHS? 2. How do you get access to the correct decision-makers? 3. What’s the best way to get them to quickly see the benefits…
Read MoreGet 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 MoreConflicts Within Primary Care Networks Are On The Rise – Is Dispute Resolution 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 MoreA 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 MoreWhat 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 MoreHow 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 MoreHow 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 MoreWhy 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