Abstract
The healthcare sector is a dynamic and constantly changing place, facing increasing pressures to ‘balance the books’, yet deliver increasingly higher levels of patient care. Against this backdrop, how can you set up a long lasting and value creating partnership? One sure and clear route to long-term success is through the development of a strategic partnership as a way of working, bought into by all sides. This approach offers the opportunity to achieve improved long-term influence within the relationship, while using less commercial resource in a far more targeted and effective way. Beware, it is not right for everyone and care needs to be taken at the initial commercial opportunity stage to ensure value exists for both parties. This paper provides a ‘step-by-step’ guide, built around four clear stages that take you through the development of a strategic relationship between supplier and healthcare customer. A key measurement area for the strategic partnership is the progress towards the realisation of both: identified value and patient benefits. Our experience points to significant value and benefit potential, with at least 3 years worth of profit and patient benefit opportunities for both parties.
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