Business Development Working in Partnership Anne Senior Head of Business Development

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

Commissioning Services o What Commissioners and Providers want: o Commissioning in the ‘New World’ o Impact

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

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

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

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

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

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

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

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