Selling to the NHS Welcome

1
Selling to the NHSWelcome
2
Selling to the NHSPresented byTerry
WilsonSenior Business Advisor
3
Workshop Focus

• Advantages and disadvantages of working with the
  public sector
• Different routes into the NHS
• Challenges for suppliers
• Purchasing in the NHS an overview
• Opportunities for suppliers

4
The NHS in numbers

• Last year, the NHS spent 22 billion on
  purchasing goods and services
• The NHS is made up of 485 trusts
• - acute hospitals
• - mental health trusts
• - foundation trusts
• - primary care trusts (PCTs)
• - ambulance trusts
• Also national and regional organisations
• Purchasing And Supply Agency
• 15 Collaborative Procurement Hubs
• NHS Supply Chain
• OGC

5
Why work with the public sector - advantages

• Recession proof
• Marketing opportunities
• Credibility, word of mouth, repeat business
• Huge spend
• Good payers and proper arrangements
• Stable business market
• Work with a broad variety of suppliers
• Subject to procurement legislation

6
Meeting the Profile

• Quality (ISO)
• References
• Accounts
• Health Safety
• Equality Diversity
• Sustainability (ISO 14001)
• Company presentation material

7
Croydon Purchasing

• 1-4,999 -3 verbal quotations
• 5,000-9,999 -3 Written quotations
• 10,000- obtain three formal tenders

8
Larger contracts, the European Route

• If the overall contract value is above
• Goods services 90,319
• Works 3,497,313 million
• OJEU Official Journal of European
  Union
• Open
• Restricted
• Negotiated
• Completive dialogue
• www.ted.publications.eu.int

9
How procurement works in the NHS?

• National NHS Supply Chain, OGC
• 15 Regional Collaborative Procurement Hubs
  (consortia)
• Local individual trusts
• Local independence

10
NHS Purchasing Supply Agency (PASA)

• National framework agreements
• Provide practical procurement guidance, education
  and training
• Promote creativity from suppliers
• Encourage SMEs to do business with the NHS
• Promote sustainable development within the NHS
  supply chain
• Reduce the negative environmental and social
  impacts of procurement
• Encourage innovative products and technologies

11
sid4healthwww.sid4health.nhs.uk

• 5th May Transition to sid4health
• Online database that hold suppliers' details and
  other pre-qualification information
• Search for open business opportunities
• Automated import of supplier data
• Manage multiple supplier profiles
• Submit pre-qualification data
• Manage organisation users
• Free of charge to all suppliers and NHS users

12
NHS Supply Chain www.supplychain.nhs.uk

• NHS Supply Chain is a 10-year contract, operated
  by DHL Logistics, on behalf of the NHS Business
  Services Authority (NHSBSA).
• procurement , logistics, e-commerce, customer and
  supplier support
• Involved in 1.6 billion of the 5.3 billion NHS
  spend per annum
• NHS CAT Catalogue - 610,000 'in-scope' products
• Everyday supplies like stationery and bed linen
  to high-end clinical equipment
• To over 600 healthcare organisations
• Procurement calendar
• Spend Categories theatre/surgical services ,
  medical , food and facilities (including office
  supplies) , clinical markets ,  capital
  equipment.

13
The NHS spend in London

• 5 billion spend in London
• 73 NHS trusts across London
• 42 acute and mental health
• 31 Primary care trusts
• For a full list of contacts

14
The NHS in London

• London procurement programme - 80million of
  savings
• Seven main categories of spend
• Estates and Facilities
• IT and Telecoms
• Medical and Surgical
• Pharmacy
• Professional Services
• Purchased Healthcare (formerly Continuing Care)
• Supply Chain
• http//www.lpp.nhs.uk/ - for a full list of
  contacts

15
Challenges
16
Challenges for suppliers

• Cost reduction Year on year cash savings
• Contracts may get larger
• Alternative bidding options ( consortia bidding)
• Understanding the procurement process
• E-procurement (e tendering, purchasing cards,
  electronic ordering)
• Who are the decision makers?

17
The process in large organisations . . .
18
Tender Evaluation Criteria

• Quality (ISO accredited)
• Equality Diversity
• Technical ability
• Added value
• Innovation

• Price MEAT/VFM
• Financial stability
• Capacity
• Environmental impact
• Health Safety

19
Summary

• A huge market, but patience and time needed
• Many ways into the NHS
• Buyers have to manage competing pressures
• Suppliers to be properly prepared

20
Useful links

• www.supplychain.nhs.uk
• www.ogc.gov.uk
• http//www.sid4health.nhs.uk
• www.supply2gov.uk
• www.ted.europa.eu

21

• Thank You for Attending.
• For further information contact
• Terry Wilson Tel [phone] or visit our
  website
• http//compete.croydonenterprise.com/about/