Look 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…

Read More

Extra time for Integrated Care Systems – but how best to use it?

The most common questions I’m being asked by pharmaceutical, medical technology and device companies since the start of the year are around the development of integrated care systems. Originally planned for April, NHS England has now confirmed that the implementation of integrated care systems will begin from July instead. This gives healthcare systems a breather…

Read More

Who are the real NHS decision-makers (and how do you reach them)?

The NHS is always changing. New roles are constantly emerging, particularly at the moment within Primary Care Networks and General Practice, where we also have federations and super practices, different ways of working and people taking on a variety of responsibilities. The challenge for the Pharma, MedTech and Devices industry is not how to get…

Read More

Don’t Get Left Behind With Place Level NHS Market Access Opportunities

The NHS is moving toward integrated care systems, as we know. And this means operating at four different levels: System level Place level Primary care network level Individual practice level. As the Pharma and Med Tech industry gets to grips with the new landscape, it’s important to take a holistic view of all four levels…

Read More

Boosting our way out of the backlog

The NHS long term plan contains a pledge to boost ‘out of hospital’ care and dissolve the historic divide between primary and community health services. Many members of the Pharma and Med Tech sector ask me – what does that actually mean? And how can we help it happen? Well, as I’ve mentioned in a…

Read More

Test And Learn Before You Scale Your Project

The Pharma industry likes to aim big – understandably so. Why would you target one practice when you can cover a whole integrated care system? But the problem with working on a larger scale from the outset is that it often becomes more difficult to manage and you can lose sight of what you’re doing.…

Read More

Have you figured out Integrated Care Systems yet?

When you’re working within the Pharmaceutical Industry, understanding how an individual patient connects to the wider integrated care system is critical if you’re ever going to understand how to reach the right people to pitch your projects to. So, have you scoped out the structure of your local set-up yet? No? Don’t worry, you’re not…

Read More

Follow the numbers at your peril

Follow the numbers at your peril

Targeting the right customer is 101 of good sales practice. Yet what I see happening in the industry time and again is that companies simply ‘run the numbers to identify their biggest market opportunity. They pass that onto the sales team and say ‘there’s your top five target accounts’. Data might show you: Area 1…

Read More

Why you can’t sell to the NHS in an email

One of the biggest challenges for sales reps in the pharmaceutical industry is to get through the door and get in front of the NHS client themselves. It is one of the key reasons people engage our services. Try as they might to get that elusive first appointment, they’re not getting anywhere fast. They are…

Read More