Pharma, Med-tech and Device Sales
Drive your pitch to the heart of the problem
As we take our first tentative steps out of the grip of the Covid-19 pandemic, there is a fantastic array of project and proposal ideas coming out of the Pharma, Med Tech and Devices sector. Some of these are brilliant ideas and suggestions. But devising and presenting these ideas, instead of working out precisely how…
Read MoreNew NHS Operating Guidance – Identifying The Opportunities For Pharma, Med-Tech And Device Firms
After more than a year on the front line of this country’s battle against Covid-19, the NHS is facing yet another enormous challenge – meeting the care demands and reducing the backlogs that have arisen out of the pandemic. The NHS Operating Guidance for 2021/22 was published at the end of March. It spells out…
Read MoreFind your place in the ever-changing NHS landscape – what does the new white paper mean for you?
The Department for Health and Social Care recently published the White Paper Integration and innovation: working together to improve health and social care for all, laying out legislative proposals for a health and care bill for England. The paper sets out a system that integrates and builds upon the high levels of collaboration between health and…
Read MoreWhy 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 MoreIdentify 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 MoreHow 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 MoreWhat does shifting care ‘out of hospital’ mean for market access?
As the NHS heads towards implementing Integrated Care Systems across England, we are now starting to see this kind of pathway redesign happening. While ‘out of hospital’ care is easy to explain, it is often much harder to deliver as it requires an integrated approach to be taken across the local providers within a health economy, and…
Read MoreCOVID changed the NHS forever. Has your sales pitch adapted?
There’s a new way of working. And it’s possibly one of the few positives to the COVID-19 pandemic. Lockdown forced changes to the way patients accessed NHS services – switching to online, telephone and video consultations, alongside the face to face appointemnts when appropriate. And the rapid acceptance of this approach by patients means many…
Read MoreWould Einstein think your sales strategy was insane?
Einstein once said the definition of insanity is doing the same thing over and over and expecting a different result. Few would disagree, yet this is a trap people fall into time and time again. When things fail, they try again, but rarely try differently. Yet to have a remarkable impact within your market segment,…
Read MoreUnearth the influencers within your local Integrated Care System
It’s easy to waste time and resources of chasing the wrong contacts in the NHS – whether you’re a Sales Representative, Healthcare Development Manager, Key Account Manager, Secondary Care Specialist, or even part of the Market Access Team. That means having a detailed understanding of your local Integrated Care System (ICS) is essential. Below is…
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