Sell the problem you solve

When you are making your approach to the NHS are you genuinely selling the problem you solve?


Yes, I get that you will be supported by a head office brand plan and cutting edge material, but does your approach support the NHS to alleviate workload pressure and have a positive impact on the workforce? If it does, great.


If it doesn’t, this is the agenda I see and work with daily within my work supporting General Practice, Primary Care Networks, GP Federations and the development of Integrated Care Systems.


Whether you work in Primary Care or Secondary Care you will see the NHS has an unmanageable and growing workload, which is linked to a workforce crisis. It requires innovation to tackle it.


This is the focus of my work: how does what I am proposing alleviate workload pressure on my client and their teams? If I can’t do that, I won’t propose the project.


Are you taking this approach in your selling? How can you demonstrate that by working with you, by implementing your project or by investing in your medicine, device or technology, you can positively impact the workload and the workforce?


This is much easier than you may realise, and I have seen some remarkable outcomes being achieved by the companies I work with. There have been some great projects and a genuine lift of workload pressure, which has a positive impact on the workforce. Examples include work within wound care, diabetes, cardiology diagnostics, schizophrenia, ENT to name a few; there are many more. My client base has engaged fully with these projects and often move from one to the next.


If you are selling to the NHS does your approach address the workload and workforce agenda and if not, is it time for a change in your approach? If you walk through the door to NHS offering savings and are drawing a blank in terms of outcomes, I am confident I can show you a way to reposition your offer.


Scott McKenzie is an independent management consultant supporting GP Practices, GP Federations, Primary Care Networks of 30k-50k structure correctly to then deliver high quality patient outcomes with financially viable solutions. Scott is working to support the Pharma, Med Tech and Device Companies better engage and access the NHS. For more information on how we can support you please contact Frances on 0845 388 0302 or email enquiries@scottmckenzieconsultancy.com

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