Posts by Scott McKenzie
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
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
Identify the gaps – and opportunities – within the NHS that your products and services could fill
It’s one thing understanding what health services are in place for the local population – but how do you know what services should be provided and where the gaps are? It’s crucial to get to grips with the make-up and demography of the local population. By risk stratifying the population, it is possible to see…Read More
How will changes to CCG Commissioning affect market access?
As the NHS shifts towards Integrated Care Systems (ICS) a question you must ask is what this looks like for you from a commissioning standpoint. Integration means different things to different people and different organisations. If you’re not on top of the culture shift, you risk missing out on opportunities and your approach becoming irrelevant.…Read More