Pharma, Med-tech and Device Sales
Navigating the NHS maze – a blueprint for market entry
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…
Read MoreYour expert guide to convincing the NHS to work with you
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…
Read MoreWhat football can teach Pharma, MedTech and Devices Sales Teams
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…
Read MoreIn The Teeth Of A Crisis, How To Grab The Attention Of NHS Decision Makers
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…
Read More6 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…
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