It’s easy to waste time and resources of chasing the wrong contacts in the NHS – whether you’re a Sales Representative, Healthcare Development Manager, Key Account Manager, Secondary Care Specialist, or even part of the Market Access Team.

That means having a detailed understanding of your local Integrated Care System (ICS) is essential.

Below is an example of an ICS; one we are familiar with through our work supporting the Primary Care Networks (PCN) and GP Federation, which resulted in them also working with the ICS.

So, what does working at all levels and across all stakeholders really look like?

The PCNs are the bedrock of any ICS. Indeed, without General Practice engaged through the PCNs – there can be no ICS. This is also why every ICS will be at very different stages of maturity, with some being advanced, some literally just forming, and all that lies in between.

Where they are developing, it becomes essential for you to map the structures and then the people leading within these, as well as unearthing those who have the real influence within the system. This is time well spent, particularly within lockdown, where you can do all of the research online.

Map out the structure of your local Integrated Care System

The key to this model is that General Practice has come together to form 4 PCNs and they all work with support from the local GP Federation – which has been in place for almost 6 years now and has a strong track record of delivery.

In this example, the GP Federation holds a subcontract from the hospital for 24-hour ABPM (Ambulatory Blood Pressure Monitor), as well as directly commissioned contracts with the CCG for diabetes insulin initiation and titration, ear irrigation, PCN development and support and 24, 48- and 72-hour ECG. It also has a track record of working with the pharmaceutical industry to implement remarkable projects that alleviate workload pressure and positively impact the workforce. (If your project doesn’t deliver either of those it will not be considered – you can read more on this in my blog.) 

Each month the PCN Clinical Directors and Manager meet with the Board of the GP federation and to that we add the support of the LMC (Local Medical Committee) . This ensures one strong and coherent voice within the health economy for General Practice. Everything is agreed within that meeting and people then attend the provider alliance, integrated care provider and ICS meetings to represent the views of General Practice. So, if your project is agreed there – that’s how you’ll get it implemented.

Next time, we will share how you can identify the right GP federations and PCNs to work with. In the meantime, if you have any questions, feel free to connect with me on LinkedIn or schedule a call.

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: Click here

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