HW - Entering the UK Market - English

Accessing the NHS and UK Market

MARKET ENTRY SERIES

Accessing the Global Network

As publishers of Healthcare World Magazine and organisers of the Healthcare World Festival, we’ve worked in nearly 40 countries around the world and created high level networks of contacts with Governments, providers, regulators, suppliers, clinicians and consultants across their health systems. Allied to that, we’ve developed a deep and in-depth knowledge of these systems, their payor structures, procurement policies, healthcare needs and, most importantly, the opportunities that exist within their health economies.

Our experienced team is led by Managing Director Steve Gardner who has supported UK companies to enter new global markets from his time at the UK Department for International Trade. He has worked in the private sector on projects that include helping secure $150m in loan funding

from the UK Government to the Zambian Government for an international client to build a hospital in rural Zambia, and taking a small UK digital health business into Dubai to work with the Dubai Health Authority.

Our COO and Director of Consultancy Emma Sheldon boasts an even more impressive CV, having been awarded an MBE in 2018 for services to export after taking a mid-sized, regional UK business into over 50 markets around the world. Our team has the knowledge and experience to help you take your business global. We liaise closely with you as our partners to understand your needs, aims and objectives. We work with trusted partners in market to provide the kind of deep insight, knowledge and experience locally to provide everything you need.

Entering the UKUnderstanding the NHS

The world’s only truly free-at-the-pointof-delivery health system and the world’s leading value-based health economy. The UK NHS has a global reputation for clinical excellence but is a complex and highly regulated market.

The NHS is not a single organisation, as some internationally believe, but a diverse system of individual Trusts, Clinical Commissioning Groups and Integrated Care Organisations with complex local

and national Government-funded procurement models.

The UK market offers huge opportunity, but should only be tackled with the right knowledge and partners.

Together, Healthcare World and our expert partners AdviseInc, Vuit and Bevan Brittan collaborate to help you access the UK market more effectively with the right offer and to the right people.

The Healthcare World UK Market Entry programme will help you:-

UNDERSTAND the NHS

Work with the Healthcare World consultancy team to understand the structure of the NHS, where your product or service will fit, and the level and geographies that work for you.

From the central bodies of NHS England and its comparable bodies in Scotland, Wales and Northern Ireland, through to the national bodies of NHS Digital, the Medicines and Healthcare products Regulatory Agency, Health Education England and the National Institute for Clinical Excellence, through to the newly formed Integrated Care Systems, NHS Foundation Trusts and Clinical Commissioning Groups, the NHS is a complex and diverse organisation.

We will provide you with the map you need to navigate it.

UNDERSTAND the UK market

Through VUIT’s leading NHS data analysis tool we will provide you with the numbers around the size of your potential market. Whether it’s the numbers of patients being treated in a disease area, the size of waiting lists for a particular procedure or the number of trusts and organisations that treat a specific problem, we can provide the data.

Through AdviseInc’s spend analytics we can also tell you how much is being spent in the UK on similar or comparable products and services.

The Healthcare World UK Market Entry programme will help you:-

UNDERSTAND the Regulatory and Business Environment

Our partners at Bevan Brittan can help you understand the regulatory requirements for your product in the UK market.

For medical devices and products this could mean the Medical & Healthcare products Regulatory Authority (MHRA) or for digital health products and data you will need an understanding of the UK’s General Data Protection Register (GDPR). For a guide to these and the other regulatory requirements in the UK, as well as general advice on business setup, employment law and partnering, Bevans will provide all the answers you need.

UNDERSTAND the market appetite

Through AdviseInc’s national network of NHS procurement leaders we can put you in front of the right people in the NHS who can provide an understanding of the market’s appetite for your product.

CREATE your proposition

Work with the Healthcare World consultancy team to understand how your proposition needs to be scoped and crafted to have the best chance of success in the UK.

We will provide a costed proposal and guidance on what the critical success factors are for your business to make in impact in the UK

The Report

The Healthcare World Market Access Programme will provide you with a written report which will include all these elements: -

• NHS Structural Organagram with advice on which organisations, levels and organisations you need to engage with

• Market Size and Opportunity Analysis – using NHS Data and Spend Analytics we will give you all the numbers you need on the size of your potential market in the UK, current comparable spend levels and potential patient and customer numbers

• Regulatory and Company Setup information – Tailored information on the regulatory requirements and considerations for your product and recommendations on your corporate structure, partnering and legal requirements in the UK

• Market Appetite report – analysing the outcomes of interviews with 1-2 NHS procurement leaders and their enthusiasm or concerns about the product

• Proposition Scoping recommendations – understanding how your proposition needs to be scoped, marketed and sold to maximise impact on market entry

• Next steps recommendations, costed, itemised ideas on what to do next and how to tackle the UK market

UK

Market Entry Package - £15,000

Partners

AdviseInc is an award winning healthcare analytics business, specialising in spend and supply chain analytics & insight for the health and social care market. We assist buyers around the world #MakeSense of billions in spend. We place actionable insight in the hands of those responsible for buying or supplying value to improve patient care.

VUIT has a full suite of market analysis tools which extract market insight from the NHS public data sets. We specialise in helping medtech, pharma and private healthcare organisations understand the potential NHS market for their products by analysing levels of activity and product usage that they could displace to support their market entry plans.

Bevan Brittan is the market-leader in the provision of legal, governance and regulatory advisory services to businesses delivering and providing healthcare services within the UK and internationally. Our award-winning healthcare teams provide organisations with outstanding corporate, commercial, clinical negligence, litigation, regulatory, property and employment legal advice.

Healthcare World is the world’s leading international healthcare magazine, partnered with more than 30 Governments around the world. Available at every major global event in healthcare from Arab Health in Dubai to HIMSS in Chicago, along with our own major international conference Vision Health 2022 in Dammam Saudi Arabia in December. Our leading Healthcare World Series of monthly online events delivers global audiences of over 50,000.

Managing Director, Healthcare World

Mat Oram CEO & Co-founder, AdviseInc

Adam Townsend Founder, VUIT

Vincent Buscemi Partner and Head of Independent Health and Social Care, Bevan Brittan

Steve Gardner

ADVISEINC VUIT

BEVAN BRITTAN HEALTHCARE WORLD

Taking the next steps in partnership

Healthcare World

UK Market Entry Support

Offer

Understanding the NHS Marketplace

Is it right for you?

Market Entry

How big is the market for our products, where will they be bought and used, How do I access the market?

Business Planning

What is the most effective route to market over what timeline?

Introduction to the UK Market focussing on the structure of the NHS and the opportunities and risks that exist in the marketplace

Analysis of the different NHS and regulatory organisations you need to know and influence. Stakeholder engagement and order for these engagements

Proposition scoping and introductions to central and local NHS organisations

Partnering

How can Healthcare World support me in the UK Market on an ongoing basis?

Supply Market - Analysis focussing on the market for your product, demonstrate the size and potential route to market

Pricing Analysis More detailed analysis of the market, looking at product pricing for similar products

Route to Market

More detailed review of the best route to market, including introductions to potential buyers

Marketing material, PR, online and social media promotion and events

Market Analysis - Clinical pathway mapping NHSE activity volumes for pathways / procedures / prescriptions for similar products or those displaced by new products

Detailed breakdown of activity and volumes by provider and / or geography and, where published current costs

Full Opportunity search setting out consumption, by provider, across England as well as full details of current provider activity and performance

Legal & Governance

Structures - Ways to trade in the UK Legal company structures Governance of clinical activity & devices (MHRA etc)

Understanding NHS contracting, standard terms and conditions, Frameworks and Procurement

Commercial / corporate market entry options, collaborations, partnerships, and joint ventures NDAs, Confidentiality Agreements, IP protection

Ongoing Market Analysis

Provide access to analysis that provide an ongoing view of the market, constantly refreshed with NHS purchasing data

Support to produce and present business cases to purchasers and stakeholders which articulate and define ROI and performance benefits for customers

End to end full services legal, commercial and regulatory support

Legal Bevan Brittain