Pharma, Med-tech and Device Sales

When you’re standing with a product in hand that you believe in – something that could genuinely make a difference in patient outcomes – it can be frustrating when the gap between you and the NHS decision-makers feels insurmountable. Let’s face it – the key stakeholders you need to reach are often just too swamped…

For Pharma, MedTech and Appliance companies, winning an audience with the NHS has never been a more difficult task. Finding ten minutes for you to pitch to them – let alone having the headspace to properly appreciate the benefits your drug, equipment or project might bring – is an extremely tall order when waiting lists…

What do you do in the face of rejection or objection to your ideas? If you’re a Pharma, MedTech or Devices company and your pitch is thrown out before you’re even through the door, that rejection can sting. So, do you wilt? Give up? If you’re working in the NHS and you can see a…

It’s always tough for Pharma, MedTech and Devices companies when they feel as though they’re not getting any traction with NHS buyers. It’s a common problem. It’s an interesting issue and it’s one I’ve seen a lot of lately. It’s particularly frustrating for the industry when they offer the lowest cost drug, device or piece…

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…

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…

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…

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…