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 of these changes will likely stay in place.

This shows that when presented with a viable solution to answer the problem, dramatic and rapid change IS possible within the NHS. You need to ask yourself:

  • What can you do to support the NHS agenda of an unmanageable workload?
  • How can you offer an innovative approach to managing with a reduced workforce?
  • How do you plan to move beyond your molecule, device or technology to deliver something remarkable within the disease or therapeutic area you work in?

Look out for new ways of integrated working

We also anticipate the new ways of integrated working between General Practice, Primary Care Networks, Community Services and Hospitals, who all link into Social Care and the wider local Integrated Care Systems, becoming another survivor of the pandemic.

Makes sure your approach aligns – it’s likely you’ll need to offer a new solution that meets these new ways of working. That solution may well see you working beyond your molecule, device or appliance and instead focusing within a disease area to deliver innovative approaches that improve quality, reduce variety and deliver remarkable outcomes within the disease, rather than just the market segment that interests you.

I’ve spoken before about the need to positively impact both the workforce and the workload with your products, and this should drive you way beyond the molecule in your thinking.

The goal is always on getting the right patient in the right place at the right time, with the right clinical staff and with the right resources available to deliver the care required. This forces our clients to think about whole systems and complete end-to-end pathways rather than specific market segments.

This approach ensures the focus is on being value-based, on outcomes over inputs. It ensures they are not just cost-driven, looking only at the acquisition cost of the drug, device or appliance, but focused on the complete pathway acquisition costs, which are usually driven by the people costs.

It is often the case that costs are driven by contacts: the more times a patient is seen, the higher the pathway costs and conversely the fewer times they are seen, the lower the pathway costs.

In taking that approach, we often find ourselves working with completely different ways to that which has gone before, primarily because we focus on positively impacting the workload and workforce.

Radical pathway redesign needs pitching from the right perspective

We were recently involved in a pathway redesign where 80% of all hospital admissions were driven by code Z911 – non-compliance with medication.  Oral medication, albeit inexpensive, was being used, but there were significant numbers of non-elective admissions to secondary care, resulting in an unmanageable workload.

The redesign focused on non-compliance. This resulted in the pathway switching to injectable medicines at 10 times the cost: over £200 a month. To balance the risk, we put firm monthly measurements in place to review:

  • reduced outpatient attendance
  • reduced admissions
  • reduced bed days
  • reduced contact with the system

These metrics provided reassurance that the savings required to cover the increased cost of the medicine were being achieved. Had we focused simply on the price of the drug, the project would never have progressed. The results are remarkable and are being written as a case study. As soon as it’s available we will share with you.

There are many more examples of this kind of approach in action within our work; in every instance, we worked beyond the molecule to deliver something remarkable within the disease area. It’s possible for any company to take the same approach with their products or services, and I can help you work out how.

Get the skills and knowledge to achieve your goals

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We’ll work with together to develop the right strategy and the best way to implement it.

  • Start landing the deals you deserve

Relax knowing you’re finally targeting all the right people and are
equipped with a strategy for success. Scott McKenzie helps pharmaceutical, medical technology and device firms increase revenue by getting their products and services in front of the right NHS decision-makers. If you want to get your products fully embedded into treatment pathways, we can help you. We’ve doubled revenue for our clients and can share these processes with you too. Download your free guide.