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Business Development Working in Partnership

Business Development Working in Partnership. Anne Senior Head of Business Development. Agenda Introduction What to bid for and why – the business appraisal tool Why partner – what does partnership bring Choosing partners – key factors Working together – what makes it work.

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Business Development Working in Partnership

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  1. Business Development Working in Partnership Anne Senior Head of Business Development

  2. Agenda • Introduction • What to bid for and why – the business appraisal tool • Why partner – what does partnership bring • Choosing partners – key factors • Working together – what makes it work

  3. Commissioning Services • What Commissioners and Providers want: • Commissioning in the ‘New World’ • Impact

  4. What to bid for and why • Not as easy as it sounds! • First find the opportunities • supply2health • Source Leicestershire • Deciding what to bid for • Selective • Gung-ho

  5. Business Opportunity Appraisal Tool • LPT’s ‘objective’ decision making tool • 40 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 • Not perfect, but better than nothing!

  6. Selecting Partners • Deciding we need a partner • Business opportunity appraisal • Common sense • Gut feel • Who to consider • Role required • Existing relationships • Contacts • Consortia register

  7. Selecting Partners • What we look for (partner appraisal) • Strategic fit • Financial robustness • Reputation • Track record • Checks we carry out (due diligence) • Finances • References (reputation) • Insurance • Litigation / insurance

  8. What partners bring… • Innovation • Something we can’t • Something we aren’t very good at • Reputation • Established service model • Access to harder-to-reach communities

  9. What partners may gain… • Stability / security • Access to tenders otherwise out of reach • Capacity – clinical and business skills • Governance • Established services

  10. What makes it work • Dedicated involvement • Start early • Challenge established thinking and innovate • More of the same is rarely good enough • Never assume it’s ‘in the bag’ – it’s a competitive world • Deliver what you promise at the cost you say • Time commitment – clear your diary! • Meet deadlines • Don’t forget the paperwork

  11. Questions and Answers Contact Information Email: Anne.Senior@leicspart.nhs.uk Tel: 0116 295 0940

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