Industry and the NHS - survey results

Agenda

09:45 Arrivals

10:00 Welcome and introduction Beverly Barr, Vice-Chair and Market Access Lead, PM Society

10:10 How to avoid divorce in your NHS partnerships Di Vegh, NHS Partnership Manager, ABPI

10:25 Questions and answers

10:30

Executive sleepless nights - can drugs help? Felicity Greene, Director of Operations at NHS South Commissioning Support Unit

10:45 Questions and answers

10:50

Marketing, advertising, selling and the customer Jonathan Dancer, Redbow Consulting Group

11:05 Questions and answers

11:10 Speaker and audience debate and discussion

12:00 Summary and close

Pre-Meeting Survey

• Survey sent to PM Members – December 2013-January 2014

• Questions covered 3 key areas: – Promotional activities

– NHS partnership/Joint working

– CCGs/Social care

• 96 respondents – 52 industry

– 44 service companies

Promotional strategy changes in response to the NHS

Industry Agency

Yes 87.2% 38.2%

No 6.4% 26.5%

Don’t know 6.4% 35.3%

Q) Have you changed your promotional activity over the last 12 months as a result of the changes in the NHS ? (industry) Q) Have your clients changed their promotional activity over the last 12 months as a result of the changes in the NHS ? (agency)

Most industry members have changed their promotional activity over the last 12months in response to changes in the NHS-although agencies seem less certain about what their clients have done

Promotional activity

• Almost all industry respondents (91.5%) had specific promotional activities aimed at payers – 83% tailored these to meet the needs of local payers

− Most agencies (67.6%) worked on promotional activities aimed at payers − all these (67.6%) tailored client activities to meet the needs of local payers

NHS partnerships/Joint working

• 55.6% of industry companies had a function or person dedicated to NHS partnerships or joint working

• More than half 53.8% of industry respondents currently worked on a partnership/joint working project – the most common answer was 5+ projects – 20.4 % of agency respondents indicated they worked

on a client project (commonly 2-4 projects)

• Both industry and agencies considered NHS partnerships and joint working to be part of the commercial strategy – 86% industry – 56.8 % agencies

Understanding of joint working

0

5

10

15

20

25

30

35

40

45

50

Medical andEducationalGoods andServices

Promotion Sponsorship

How well do you believe you understand the difference between Joint working and the following?

No clearunderstandingVagueunderstandingReasonableunderstandingGoodunderstandingVery goodunderstandingExcellentunderstanding

32%

27%

25%

11% 2.5%

25%

23%

13.5%

11.5%

13.5%

13.5%

27%

21%

18%

18%

9%

7% 0

10

20

30

40

50

60

Medical andEducationalGoods andServices

Promotion Sponsorship

How well do you believe you understand the difference between Joint working and the following?

No clearunderstandingVagueunderstandingReasonableunderstandingGoodunderstandingVery goodunderstandingExcellentunderstanding

40%

29%

29%

27% 25%

27%

21%

10%

11%

2%

23%

8%

4%

25%

8%

2%

9%

Industry responses Agency responses

While industry believed they understood the difference between joint working , medical education, promotion and sponsorship, almost half the agency respondents have a ‘learning gap’

Current strategy for social care

Industry Agency

Yes 2.1% 2.9%

No 47.9% 73.5%

Currently in preparation 22.9% 5.9%

Don’t know 27.1% 17.6%

Q) Do you currently have or are your working on a strategy to address the growing emphasis on social care? (industry) Q) Does you organisation currently work on any industry sponsored project focused solely on social care? (agency)

Knowledge of groups/organisations commissioning products

Industry responses Agency responses

Al industry members believed that they had good knowledge about the relevant group/ NHS organisation that commissions the products they sell but 23% agencies did not believe that they were particularly knowledgeable about this

How knowledgeable do you believe your organisation is about which NHS organisation/group commissions each

of the medicines your industry clients sell?

Very Poor

Poor

Neutral

Good

VeryGoodExceptional

11.8%

20.6%

2.9%

How knowledgeable do you believe your company is about which NHS organisation/group commissions each

of the medicines you sell?

Very Poor

Poor

Neutral

Good

VeryGoodExceptional

52.1%

22.9%

2.1%

22.9%

41.2%

23.5%

Understanding the needs of CCG

How well do you believe your organisation understands the needs of CCGs?

No clear understanding

Vague understanding

ReasonableunderstandingGood understanding

Very goodunderstandingExcellent understanding

32.4%

5.9% 11.8%

8.8%

How well do you believe the company understands the needs of CCGs?

No clearunderstandingVague understanding

ReasonableunderstandingGood understanding

Very goodunderstandingExcellentunderstanding

50.0%

29.2%

10.4% 8.3%

2.1%

Agency responses Industry responses

A high proportion of both industry and agency thought that they understood the needs of CCGs

Relationship with CCGs

Industry responses Agency responses

How would you rate your industry clients current relationship with CCGs?

Very Poor

Poor

Neutral

Good

VeryGoodExceptional

51.4%

22.9%

5.7%

20.0%

How would you rate your company’s current relationship with CCGs?

Very Poor

Poor

Neutral

Good

VeryGoodExceptional

10.6%

48.9% 34.0%

6.4%

More than half (59.5%) of industry respondents thought that their relationship with CCGs was neutral or poor and agencies believed it may be even less favourable

The next 12 months?

Industry responses Agency responses

Over the next 12 months how likely is it that your clients will adapt their promotional activities to respond to

changes in the NHS?

Highly unlikely

SomewhatunlikelyUnlikely

Likely

Somewhat likely

Very likely

48.5%

12.1%

18.2% 9.1%

6.1%

6.1%

Over the next 12 months how likely are you to change your promotional activities to respond to changes in the

NHS?

Highly unlikely

SomewhatunlikelyUnlikely

Likely

Somewhat likely

Very likely

37.0% 43.5%

17.4%

2.2%

The majority of industry anticipates having to change their promotional activities in the next 12 months in response to NHS changes

Number of joint projects

Industry responses Agency responses

How many NHS partnership or Joint working projects is your company currently involved in?

I don'tknow0

1

2

3

4

5+

38.6%

40.9%

4.5%

6.8%

6.8%

2.3%

How many NHS partnership or Joint working projects is your company currently involved in?

I don'tknow0

1

2

3

4

5+

26.9%

19.2%

13.5%

11.5%

9.6%

15.4% 3.8%