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Business Development Working in Partnership. Anne Senior Head of Business Development. Agenda Introduction What to bid for and why – the business appraisal tool Why partner – what does partnership bring Choosing partners – key factors Working together – what makes it work.

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Presentation Transcript
slide1

Business Development

Working in Partnership

Anne Senior

Head of Business Development

slide2

Agenda

  • Introduction
  • What to bid for and why – the business appraisal tool
  • Why partner – what does partnership bring
  • Choosing partners – key factors
  • Working together – what makes it work
slide3

Commissioning Services

  • What Commissioners and Providers want:
  • Commissioning in the ‘New World’
  • Impact
slide4

What to bid for and why

  • Not as easy as it sounds!
  • First find the opportunities
    • supply2health
    • Source Leicestershire
  • Deciding what to bid for
    • Selective
    • Gung-ho
slide5

Business Opportunity Appraisal Tool

  • LPT’s ‘objective’ decision making tool
  • 40 or 50 questions we ask ourselves, e.g.
    • Strategic / Operational fit
    • Capacity
    • New or repeat business
    • Location
    • Service quality
    • Available funds
    • Need for partners
    • Timescale
  • Not perfect, but better than nothing!
slide6

Selecting Partners

  • Deciding we need a partner
    • Business opportunity appraisal
    • Common sense
    • Gut feel
  • Who to consider
    • Role required
    • Existing relationships
    • Contacts
    • Consortia register
slide7

Selecting Partners

  • What we look for (partner appraisal)
    • Strategic fit
    • Financial robustness
    • Reputation
    • Track record
  • Checks we carry out (due diligence)
    • Finances
    • References (reputation)
    • Insurance
    • Litigation / insurance
slide8

What partners bring…

  • Innovation
  • Something we can’t
  • Something we aren’t very good at
  • Reputation
  • Established service model
  • Access to harder-to-reach communities
slide9

What partners may gain…

  • Stability / security
  • Access to tenders otherwise out of reach
  • Capacity – clinical and business skills
  • Governance
  • Established services
slide10

What makes it work

  • Dedicated involvement
  • Start early
  • Challenge established thinking and innovate
  • More of the same is rarely good enough
  • Never assume it’s ‘in the bag’ – it’s a competitive world
  • Deliver what you promise at the cost you say
  • Time commitment – clear your diary!
  • Meet deadlines
  • Don’t forget the paperwork
slide11

Questions and Answers

Contact Information

Email: Anne.Senior@leicspart.nhs.uk

Tel: 0116 295 0940