Pharma, Med-tech and Device Sales
How 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.…
Read MoreA Failsafe Way To Avoid Leading A Pitch To The NHS With Your Product
If you’re familiar with my articles you’ll know I often advise the Pharma, MedTech and Devices industry to never lead their pitch to the NHS with details of their product. Why? Because your prospects are extremely time-strapped and need to first understand which of their many challenges your product proposes to solve for them. For…
Read MoreHow Enhanced Access offers fresh opportunity to land your project with time-strapped NHS prospects
An observation I often hear from the Pharma, MedTech and Devices industry is that they present great projects to the NHS only for them to come back with: “I’m really sorry guys, I’ve got five million other things to do, I haven’t got the time to do this.” When I hear the NHS has said…
Read MoreFive points for feedback best practice in NHS and Pharma
Don’t just turn up with a problem – bring the solution along as well I can’t remember where I was the first time I heard the above phrase, but it has always stuck with me. It applies to not just NHS providers in the Pharma, MedTech, and Devices industries but also NHS practices, federations, and…
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