Partner Article

Delivering Innovation and Wealth

A new approach to supporting companies to do business with the NHS

Manchester-based Zilico Ltd has recently won its first deal with the NHS to distribute its ZedScan™ system to Sheffield Teaching Hospitals NHS Foundation.

The ground-breaking ZedScan™ system offers quicker and more accurate detection of cervical neoplasia delivering results in real-time, enabling clinicians to improve patient management within the cervical cancer pathway.

Helping to secure the contract was a key milestone for Greater Manchester Academic Health Science Network (AHSN) in its quest to support the area’s small and medium-sized businesses.

Greater Manchester AHSN was asked to intervene at a crucial stage in the purchase of the ZedScan™ system and offered expert support and advice on the procurement process and how to proceed with the sale.

Sameer Kothari, Chief Executive of Zilico, said: “GM AHSN has been helping Zilico to better understand the procurement landscape within the NHS. The AHSN people have hands-on experience in this area and this has been invaluable.”

Expert help and support

It is Greater Manchester AHSN’s first-hand experience and expert knowledge of the NHS that added real value to negotiating the Zilico contract.

This collective experience and expertise has been brought together in a unique business solution – the Innovation Nexus.

Launched just over two months ago, the Innovation Nexus is designed to help companies, particular SMEs, understand the steps that need to be taken to support their business planning and how to engage more easily with the NHS.

Linda Magee, joint Executive Director of Industry and Wealth at GM AHSN, said: “We know that companies, especially SMEs, can face significant challenges trying to introduce their new and innovative products into the NHS. The complexity of public procurement, understanding what information the NHS requires for a business case and negotiating what is often a ‘risk-averse’ culture across multiple organisations can be daunting.”

The Innovation Nexus provides information, access and support – everything businesses need to develop, test and deliver innovative products and services in collaboration with the NHS.

Businesses can access support via www.intohealth.org to find out about key information to support their development, such as:

• Clinical opinions
• Trials and evaluation
• Regulation
• Funding support
• Business support
• Market analysis
• Intellectual property protection
• Procurement and adoption.

At the heart of the Innovation Nexus is an enquiry service, through which companies can arrange an initial consultation with one of the GM AHSN’s expert advisors.

These advisors bring together expertise across all aspects of working with the NHS, from trials, evaluation and market needs analysis to procurement and adoption.

Through this combination of web resources backed up by a team of experts, the Innovation Nexus provides a single resource that can help companies progress the adoption of their innovation with fewer unanticipated obstacles.

Keith Chantler, joint Executive Director of Industry and Wealth at the GM AHSN, added: “We are extremely proud to have been able to support Zilico Ltd to achieve its first deal with the NHS.

“Our role as an AHSN is to boost the economy and improve health and, by helping companies to do business with the NHS, we are creating really positive outcomes for patients.”

Since it was launched, the Innovation Nexus has already seen great results. To date, nearly 30 enquiries are in process from companies working in a broad range of fields from mobile health apps to diagnostic tests and orthopaedic devices.

GM AHSN is providing advice on the full range of topics that the Innovation Nexus covers especially advice on developing an evidence base and health economic business case to present to the NHS and support with navigating NHS procurement.

“It is all part of our aim to increase NHS procurement spend in companies across Greater Manchester, East Cheshire and East Lancashire by 3% by March next year”, explained Linda Magee. “By then, we also aim to have supported at least 150 SMEs and lever £2.6m of investment by March 2016.”

So whether you’re an existing business wanting to grow and or a new business looking to invest in the area, the Innovation Nexus can help you overcome the challenges often faced by companies trying to introduce their products into the NHS.

How you can access the Innovation Nexus

It’s easy to access our expert advice service:

1. Go to http://www.intohealth.org/gm-ahsn-advisors

2. Then click on the link saying ‘Access the enquiry system’ - this will take you to the registration page where you can create an account and fill in the enquiry questionnaires.

This was posted in Bdaily's Members' News section by Sarah Booth .