1. “HOW TO WIN CONTRACTS” 29 November 2011 Elaine Wyllie, Associate Director Tracy Hickman, Senior Programme Manager North East Procurement Service

2. Introduction to the North East Procurement Service (NEPS) and Healthcare Procurement

3. NHS South of Tyne and Wear NHS North of Tyne Sunderland Teaching PCT South Tyneside PCT Gateshead PCT Newcastle PCT Northumberland Care Trust North Tyneside PCT Who does NEPS work for? NHS Tees Hartlepool PCT Stockton on Tees PCT Middlesbrough PCT Redcar and Cleveland PCT NHS County Durham and Darlington Darlington PCT County Durham PCT Hartlepool Stockton Middlesbrough Eston Langbaurgh Sunderland South Tyneside Gateshead (GatNet) Newcastle Bridges Newcastle North North Tyneside West North Tyneside East Northumberland County Durham Total

4. 12 Primary Care Trusts, grouped into 4 commissioning clusters Annual budget of over £4.6 billion Serving a population of around 2.6 million NHS North East – commissioner facts & figures

5. Commissioning cycle – where do we fit?

6. Challenges – are there any? Collaborative commissioning Partnership arrangements Procurement process Standard contracts Key Performance Indicators C-QUINN QIPP

7. Opportunities – are there any? Collaborative procurement/strategic sourcing Innovation & technologies Care closer to home Niche markets Carer interface Choice & personalisation agenda Self-care/patient education

8. 10 top tips – Don’t Ignore the tender instructions Think in isolation Miss information out Think generically Assume the commissioner knows

9. 10 top tips – Do Show how you add value Read the contract Think about the patient Use the clarification process Consider different settings or partnerships

10. Where to find information NHS Supply2Health http://www.supply2health.nhs.uk North East Procurement Service http://www.cdd.nhs.uk/north-east-procurement-service NEPS e-procurement portal https://nhs-neps.bravosolution.co.uk/web/login.shtml

11. Contact Elaine Wyllie Associate Director Elaine.wyllie@northeast-procurementservice.nhs.uk Telephone: 01642 746 924 - Mobile: 07500 105 664 Tracy Hickman Senior Programme Manager Tracy.hickman@northeast-procurementservice.nhs.uk Telephone: 01642 746928 – Mobile: 07796 193 287