How Does NHS Funding Flow?

Understand where the money comes from and goes in the NHS, find out more about contracts in primary care, general practice, secondary care, community services and all other providers – and how to interact with each contract model.

NHS funding
models explained

Contract process
broken down

Guidance on
where you fit in

Don’t let the NHS numbers game throw you off track

The NHS spent £192billion in 2020/21. With that sort of budget, understanding where it goes and who ultimately makes the spending decisions is not always easy to get a full understanding. You’ve got good products you want them to buy, services that will have a direct impact on improving patient outcomes and technology that will speed up diagnoses – you deserve to know how the NHS spends its money, the factors that determine who wins the contracts and what you can do to put yourself in prime position. It’s a tricky topic with many different strands. But it doesn’t have to be incomprehensible.

Learn where the cash goes – and why

I’ll talk you through the NHS in England and how decisions are made on what it spends. We’ll also specifically look at GP income and the factors that influence them on where their budget is allocated.

Know how to spot the golden opportunities

You will learn who the important stakeholders are so you don’t waste your time pitching to the wrong customer. You’ll also understand where the opportunities are, how they should influence your work and how to make the most of them.

We’ll bust the NHS jargon together

Are you happy with the definition of PbR? Do you know how block contracts work? Fully up to speed with aligned payment incentives? The healthcare system is full of vague terms and insider language. I’ll guide you through it.

“Scott ran a series of workshops and 1-2-1 sessions on working with primary care and I could not recommend him highly enough. He was supremely knowledgeable about the changes sessions, he took our group from being extremely ignorant to very confident in the finer details of primary care. No question was too simple and no request too much. We all found his support invaluable and left the sessions much better for them."

Ross Moore – Patchwork


I’ll be your guide through the labyrinth of NHS finance

Take a colossal cash pot and a bewildering array of services and you have a recipe for confusion.

  • How do you begin to understand where you fit in?
  • Once your foot’s through the door, how do you show them the value in your offer?

This 2.5-hour workshop gives you the answers to these and many more questions. As a trusted management consultant working directly inside the NHS for 17 years – I can give you the inside track to land your deals faster. Through my work with General Practice in Primary Care Networks, GP federations and super practices, I know when and where the NHS wants to spend its money. I know the factors that will make it more likely they will spend it with you and I can give you the knowledge you need to put you way out in front of your competitors.

Workshops that take you to the heart of the NHS agenda

The problems facing the NHS today are complex but, at the same time, simple – too much work, not enough people to do it. The NHS needs to change the way it works through innovation and my suite of workshops take you through and beyond the challenges of interacting with that agenda.

Other workshops in the Sell To The NHS package

Marketing Within Primary Care Networks

Get a real understanding of what the networks are, how they are funded, how they operate, and where the market opportunity lies.

Selling To Integrated Care Systems

We explore the make-up of Integrated Care Systems, the new service model, how it all connects and how to identify the right customers to work with.

Redesign Patient Pathways

How your projects have the power to transform patient pathways. Know how to reach the right people and craft a pitch that will win buy-in from those that matter.

Start a dialogue with the NHS

Establish the right approach and send powerful emails to start  conversations. Using your examples we’ll create strong messages that open doors.

This 2.5 hour workshop will cover:

  • The NHS in England and how the money flows
  • General Practice income and money flows
  • What motivates GPs/General Practice?
  • The challenges in Primary Care; financial and workforce
  • PbR and how it works
  • Block contracts
  • Aligned Payment Incentives
  • How the contract models relate to your work
  • CCG contracts and hospital sub-contracts and how they work
  • Driving formulary and guidelines from a provider perspective
  • Stakeholder analysis – who is my customer?
  • What this means for you and your work, where your opportunities
  • Questions and answers

All workshops are 2.5 hours and are delivered online. In-person training can also be arranged for an additional fee, please enquire for details.

Our Workshops Are Ideal For...

  • Senior leaders
  • National Sales Managers
  • Regional Business Managers
  • Market Access teams
  • Key Account Managers
  • Healthcare Development
  • National Account Managers
  • Hospital Specialists
  • Medical educators
  • Brand and Marketing Teams

If you’re struggling to find your way in the fog of NHS changes right now book onto our workshops and learn how to make the most of the opportunities out there by selling effectively – and efficiently – to the new NHS.

Discover the simple way to sell successfully to the NHS:

    Book your workshop package.
    –Schedule a call and we’ll run through the full curriculum, so you know exactly what’s included and how your team will benefit.
    Upskill your team.
    – Over a series of four workshops your team will learn everything they need to know about accessing their prospects in the NHS efficiently and effectively.
    Land your projects.
    – Watch your team sell with confidence, reaching the key decision-makers with ease and creating an irresistible project pitch that will land you the deal you deserve.

Additional services we can support you with

Please know we understand how competitive the pharmaceutical/med tech and device market space is and that’s why we never take on more than one client operating in the same space at any one time.

Post-Workshop Implementation Coaching For Your Team

We can also provide full post-workshop support so every member of your team will understand how to implement their learning into their working practices. Our workshop packages include 1:1 reviews and account planning with your teams to support them to identify and hopefully access key people.

Access Our Extensive NHS Contact Database With Sales Coaching

We also deliver 1-2-1 coaching with senior sales teams to help them access the NHS through our own client base. The NHS is moving fast - if you’re not moving alongside it, you risk getting left behind. Our clients have enjoyed significant success in converting their pitch to projects using this effective approach.

If you would like to find out how we can work with you or your team, please do not hesitate to schedule a no-obligation call to find out how we can help.

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