Posts by Scott McKenzie
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…
Read MoreAre we crippling the NHS with a cost-based approach to patient care?
In my work, I often see examples of the NHS entirely focusing on the money. If a patient is prescribed a drug that costs £200, but there’s an alternative for £20, all too often, it’s the one for £20 that is dispensed. But that sometimes forgets about the patient on the end of that decision.…
Read MoreFive points for feedback best practice in NHS and Pharma
Don’t just turn up with a problem – bring the solution along as well I can’t remember where I was the first time I heard the above phrase, but it has always stuck with me. It applies to not just NHS providers in the Pharma, MedTech, and Devices industries but also NHS practices, federations, and…
Read MoreDon’t work in the dark – establish your priorities
Working out your priorities – as beautifully illustrated in this fantastic LinkedIn post by Steven Bartlett – is a fundamental key to anyone’s success and it is as important to the Pharma, MedTech and Devices industry as it is to anyone else. One thing I learned a long time ago from my own mentor is…
Read MoreDigging deeper into objections pays dividends
‘It’s easier to scrape egg off your face than it is to get splinters out of your backside’ The headline is an old Scottish saying I’m very fond of. It basically means get off the fence – it’s always better to investigate things than it is to dismiss them out of hand. I was reminded…
Read MoreFocus on the present to make the most impact
Download Now I’ve written before about how difficult it can be for people working in Pharma, MedTech and Devices to cut through the noise and laser in on how they can collaborate with the NHS. It’s an ever-changing picture and the industry needs to focus in on what’s happening right now. As of April 2022,…
Read MoreAre you asking the right questions to get your product embedded in NHS pathways?
I talk a lot to the Pharma, MedTech and Devices industry about ‘parking the product’ and taking a strategic approach when pitching. But what does that actually mean? To explain it, I take the Stephen R Covey approach, which is essentially, if you are going to be understood you first have to seek to understand,…
Read MoreUnderstanding system mechanics can help your pitch succeed
The UK healthcare system is confusing, there can be no doubt about it. It’s huge, constantly changing, and full of concepts that appear designed to bewilder. I’ve talked at length about System, Place and Network and people from the Pharma, MedTech and Devices regularly ask me what those terms mean. And there’s other questions around…
Read MoreTapping into the Investment and Impact Fund is key for Pharma
I talked in my last blog about how the Pharma, MedTech and Devices industry can help the NHS solve its problems by zooming in on its targets. While all the focus has been on the contractual requirements of the Direct Enhanced Service (DES) – supporting Primary Care Networks (PCN) to deliver high-quality care to their…
Read MoreLook beyond your product to the problems you could solve
Let’s get one thing straight – if anyone in the Pharma, MedTech and Devices industry thinks the NHS is not now implementing the recovery plan after COVID 19 then they need to think again. I’ve been away from home all last week. On Monday, I worked with an integrated care system around the development of…
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