Business Development Working in Partnership Marcellous Curtis
Agenda oIntroduction oWhat to bid for and why – the business appraisal tool oWhy partner – what does partnership bring oChoosing partners – key factors
oWorking together – what makes it work
Commissioning Services oWhat Commissioners and Providers want: oCommissioning in the ‘New World’
oImpact
oNot as easy as it sounds!
oFirst find the opportunities • supply2health • Source Leicestershire oDeciding what to bid for • Selective • Gung-ho
What to bid for and why
oLPT’s ‘objective’ decision making tool o40 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
oNot perfect, but better than nothing!
Business Opportunity Appraisal Tool
oDeciding we need a partner • Business opportunity appraisal • Common sense • Gut feel oWho to consider
Role required Existing relationships Contacts Consortia register
• • • •
Selecting Partners
oWhat we look for (partner appraisal) • Strategic fit • Financial robustness • Reputation • Track record oChecks we carry out (due diligence) • Finances • References (reputation) • Insurance
• Litigation / insurance
Selecting Partners
oInnovation oSomething we can’t oSomething we aren’t very good at oReputation oEstablished service model
oAccess to harder-to-reach communities
What partners bring…
oStability / security oAccess to tenders otherwise out of reach oCapacity – clinical and business skills oGovernance
oEstablished services
What partners may gain…
oDedicated involvement oStart early oChallenge established thinking and innovate oMore of the same is rarely good enough oNever assume it’s ‘in the bag’ – it’s a competitive world oDeliver what you promise at the cost you say oTime commitment – clear your diary! oMeet deadlines
oDon’t forget the paperwork
What makes it work
Thank You