Selling to the NHS

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Selling to the NHS

• A hospital perspective
• Guys St Thomas NHS Foundation Trust

David Lawson MCIPS Director of Procurement
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Agenda

• Quick overview of Guys St Thomas

• Explain how NHS hospitals buy

• Dos and Donts

• How to access opportunities at Guys St Thomas

• Transforming our Supply Chain

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Overview of Guys St Thomas

• 800m turnover/ 10,000 staff

• Teaching hospital

• Foundation Trust

• Part of Kings Partners AHSC

We do buy virtually every type of service and
supply
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What we buy
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How NHS Hospitals Purchase
Contract Levels
Spend Categories
National
Pharmacy
Regional
Med. Surg
Sector
Office
Hospital
Agency
Department
Facilities
Individual
Estates
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How NHS Hospitals Purchase

• Six main channels

• Some general patterns

• But equally inconsistency

Need to understand the contracting channels used
by individual hospitals
Need to understand who is the most important
decision maker to actually buy your product
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What does not work
Un-targetted communication

• Junk Mail

• Cold calls

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What does work

• Understand your customers priorities

• Understand your competitors

• Find a champion

• Find a reference site/ pilot site

• Find a distributor who has the above

• Loss lead

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Opportunities at Guys St Thomas
Procurement Portal http//guysandstthomas.g2b.inf
o/

• How to sell to GSTT guide
• Key contacts
• Link to OJEU level opportunities
• Link to register for Estates preferred lists

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Transforming our Supply Chain

• Supplier Consolidation

• Off-site cross-docking

• Automated stock
• management systems

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Concluding Points
1. NHS hospitals buy in different ways
2. Most effective method to win new business is
by finding a champion
3. For Guys St Thomas use our portal site to
help identify new opportunities
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Selling to the NHS

• A hospital perspective
• Guys St Thomas NHS Foundation Trust

David Lawson MCIPS Director of Procurement