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Tendering Eye Care Services

Tendering Eye Care Services. Nicholas Gartside PGP Sales & management training. Agenda. Qualification considerations Writing your business case – proposal Presenting your solution Negotiating and closing. Qualification considerations. Are there drivers for change ? Reducing expenditure

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Tendering Eye Care Services

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  1. Tendering Eye Care Services Nicholas Gartside PGP Sales & management training

  2. Agenda • Qualification considerations • Writing your business case – proposal • Presenting your solution • Negotiating and closing

  3. Qualification considerations • Are there drivers for change ? • Reducing expenditure • Improving services for key patient groups • Expanding capacity in primary care • Releasing capacity in secondary care • Is your PCT keen on primary care development ? • Have you identified your PCT needs ? • Can you show a cost saving or present a compelling case ? • Do you have data to back up your claims • Are all parties in agreement ? • Do you have the expertise and numbers to implement ? • Do you have allies / champions ? • Is anyone else doing this ? WILL YOU BENEFIT

  4. WRITING your business case – Proposal content • Background • Practice / central service situation • Proposed solution • Financial case • Implementation schedule

  5. Business case - background • Reason behind proposal - driver • Overview of eye care need • Present problems • Implications • Support data • Key PCT criteria • Requirements service • Requirements deliverers SHOW THEM YOU UNDERSTAND THEIR NEEDS

  6. Business case – practice / central service situation • Type of practice / service – tie back to PCT needs • Number and location of “provider” organisation(s) • Number of optometerists, etc and non clinical staff • Ownership structure • Patient base • Any additional services you can offer CONVINCE THEM YOU ARE CAPABLE AND STABLE

  7. Business case – financial requirement • Detail how much is needed to operate the service – include evidence eg capex and opex forecasts • Show cost savings ( where applicable ) • Show other benefits to PCT ( what’s in it for them) • Highlight USP’s WHAT’S IN IT FOR THEM

  8. Business case – Implementation schedule • Actions by provider and PCT • Implementation team • Delivery team • Time frames • Launch date CONVINCE THEM YOU CAN DO IT

  9. Proposal summary • Review current problems and implications • Stress cost savings • Reinforce benefits • Confirm your ability to deliver

  10. Proposal - appendices • Detailed cost breakdown • Implementation / delivery team CV’s • Detailed implementation schedule • Statement of good standing

  11. Presenting your solution • Structure the presentation to follow the proposal format • K.I.S.S • “Run through” with audience • Anticipate and prepare answers to possible panel questions • Ask for commitment to solution • Agree way forward

  12. Negotiation and closing • Determine your objectives • Set upper and lower limits • Quantify them • Identify currencies • Both parties • Value them H.M.L • Identify common ground INVOLVE THE L.O.C SUPPORT UNIT

  13. Any questions?

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