Mastering Business Development, Partnerships & Tenders

Approach the complex world of business development with confidence. insight and impact

Healthcare reform to a market environment creates the necessity to engage in active business development in all its forms. The service that stands still could well find itself obsolete or suffering from an erosion of core business without increases elsewhere to compensate. For most clinical teams this is clearly outside of the comfort zone and yet it is essential that the right skills and approaches are adopted to maximise opportunities whilst minimising risk. This comprehensive course covers everything from identification of opportunities, through the actual business development process and onwards to tendering. Practical, innovative and designed to give your service the edge in a competitive landscape.

This course is part of the Clinical Business Excellence Series

• Acquire the skills to successfully develop & evolve your clinical service
• Discover wider opportunities arising in the new healthcare marketplace
• Develop the knowledge and insight to capilise opportunities
• Understand the essence and process of strategic partnering
• Learn vital tendering skills & approaches
• Prepare your service for timely tendering

BUSINESS DEVELOPMENT & THE MARKET

• Fully understanding the marketplace and how it works
• Understanding ‘business’ opportunity in the modern marketplace
• Identifying suitable opportunities – information and innovation
• National trends & initiatives as sources of opportunity
• The move to primary care – a whole new playground
• Opportunities and threats arising through GP Commissioning
• How to think and behave with respect to GP Commissioning
• Lateral thinking – a vital component of service evolution
• Re-thinking form, access and pathways
• What is business development from a clinical service perspective?
• The business development process – core components
• Principles of return on investment (ROI) in business development
• Business case essentials in the business development environment
• Tying business planning to the strategic cycle
• Developing a coherent picture of your business
• Taking effective strategic decisions
• Modelling & impact analysis
• Managing risk in business development
• When to go it alone and when to partner

EFFECTIVE PARTNERSHIPS

• Core principles in partnership & joint ventures
• What might a productive partnership look like?
• What's suitable for a partnership and what isn't?
• Partnership opportunities with primary care
• NHS-commercial partnerships (including independent sector and pharma)
• Making an approach to potential partners
• Ensuring the partnership is a true win-win
• Critical considerations when structuring partnerships
• Value and share
• Exit considerations - when and how

TENDERS & WINNING BUSINESS

• The basic principles of the tendering process
• Understanding tender timescales, rules & conduct
• Can you influence the tender specification?
• The pre-qualification stage (PQQ)
• Ensuring you get asked to the party
• The Invitation to Tender stage (ITT)
• Presenting your service in the best possible light
• Understanding how tenders are assessed – weighting
• Strategic moves to ensure tender success
• Use of partnering and strategic co-optation to improve attractiveness
• Special considerations in open dialogue tenders

The course is very practical, designed to provide participants with working methodologies and clear instructions to enable them to apply the new skills directly on return to service. The format consists of lectures, case studies, discussions, individual and group exercises. It's fast-paced and highly productive.

These are other courses that provide a good companion to this course.

• Advanced Communication Skills for Healthcare Professionals
• Advanced Influencing, Negotiation and Engagement Skills