Pharma, Med-tech and Device Sales
6 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 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 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 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 MorePharma companies – prove you’re different and you’ll beat the competition
In a previous blog, I mentioned a Coco Chanel quote from Tom Poland’s book, Leadsology: The Science of Being in Demand. The quote is: “In order to be indispensable, one must be different.” I used it to talk about general practice and how thinking differently is really the only way round the workload and recruitment…
Read MoreThink ‘Prevention’ When The Role Of Your Pharma, Med Tech Or Device Project Does Not At First Provide An Obvious Solution For NHS Problems
Having just spent two days in London working with a major pharmaceutical client, I was able to remind their market access team that even when it looks as though you might not have anything to offer to help solve the NHS’s problems, when you think about things differently you can be a massive part of…
Read MoreSay 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 MoreDoes your product messaging align with what the NHS actually wants?
When working with one of my Pharma, MedTech and Devices clients in the summer, I noticed the language used by the market access team was mainly: “I need tools, I need data, I need something snazzy I can take to the customer.” It took me less than half an hour to dismantle this way of…
Read MoreNHS negotiations – how to challenge commissioning objections
I sat in a meeting recently with one of my Pharma, MedTech and Devices industry contacts where I was coaching my client, who had run up against a brick wall with the NHS commissioner. In their most recent meeting, they had barely got started and the answer coming back from the NHS was: “No. Nope.…
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