Pharmaceuticals sales
A 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 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 MoreCould GPs Take On More Work? That’s Not As Daft As It Sounds
I’ve written a lot recently about the potential for hospitals to subcontract work to general practice via either the practices themselves, the primary care networks or potentially a GP federation. On the face of it, even the thought of piling more work onto GPs seems preposterous. How on Earth could GPs – already drowning in…
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 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…
Read MoreDon’t work in the dark – establish your priorities
Working out your priorities – as beautifully illustrated in this fantastic LinkedIn post by Steven Bartlett – is a fundamental key to anyone’s success and it is as important to the Pharma, MedTech and Devices industry as it is to anyone else. One thing I learned a long time ago from my own mentor is…
Read MoreDigging deeper into objections pays dividends
‘It’s easier to scrape egg off your face than it is to get splinters out of your backside’ The headline is an old Scottish saying I’m very fond of. It basically means get off the fence – it’s always better to investigate things than it is to dismiss them out of hand. I was reminded…
Read MoreFocus on the present to make the most impact
Download Now I’ve written before about how difficult it can be for people working in Pharma, MedTech and Devices to cut through the noise and laser in on how they can collaborate with the NHS. It’s an ever-changing picture and the industry needs to focus in on what’s happening right now. As of April 2022,…
Read More