Selling To Integrated Care Systems

Understand the new service model, how it connects together and
how to identify the right customers to work with

Integrated Care
Systems simplified


on how to pitch

Don’t risk being left on the doorstep by decision-makers

When you’ve products and services you know could make a difference to patient outcomes or, reduce appointments, referrals and admissions in the NHS, or reduce NHS spending, it’s frustrating when you can’t get them in front of the key decision-makers. Even worse, you finally get through the door only to discover the person you’ve pitched to doesn’t pull the strings. Identifying the right customers to work with and getting in to talk to them is hard. You deserve the knowledge and expertise to maximise golden opportunities to embed your game-changing projects in patient pathways.

Get the inside track on new ways of working

I’ll talk you through the new Integrated Care System structures and the service model to deliver the NHS Long-Term Plan. We’ll go from patient to General Practice to Primary Care Network to Integrated Care System and discover how all the parts connect together.

Know how to reach the people calling the shots

Not sure how to work with PCNs and ICSs to have confidence you’re pitching to the decision-makers? Put off by the bureaucracy and job titles? I’ll show you how to identify the individuals who really count and tell you how to make your pitch irresistible to them.

Avoid wasting time on a fruitless pitch

We’ll focus on the needs of the new system and how best to spend your time so you can identify who is ready to engage. And you’ll learn how to broaden your relationships and find compelling case studies that get the deal over the line.

“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


Learn the tricks that will turn your pitch into sales

Understanding the NHS system and then navigating through it to get to the right people is difficult.

  • How do you get to grips with their needs?
  • How do you grab attention and 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 help develop Integrated Care Systems and know in razor-sharp detail how to get your products fully embedded into treatment pathways, making it hard for competitors to dislodge you.

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.

How Does NHS Funding Flow?

Understand where the money comes from and goes to, find out about contracts in primary care and other providers and how to feed into each model.

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:


A new service model to deliver the NHS Long Term Plan and implement Integrated Care Systems


From patient to General Practice to Primary Care Network (PCN) to Integrated Care System (ICS) and how the parts connect together

    • How to work with PCN and Practices and make the link into ICS/ICB

What are Provider Collaboratives?


Who are the people in the new system and where might you focus your time?

Mapping your accounts and people to identify and connect with the right customers


What models exist?

    • Primary Care Networks, GP federations, super practices, and Integrated Care Systems?
    • Which ones are ready to engage?
    • How to broaden your relationships to find and create case studies, testimonials, and advocates


Where are your opportunities; workload, workforce, and the need to innovate


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

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.

Let's connect on LinkedIn