Case Study – Angel Catheter Paul Stephenson

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Insight – (Benefits) aka Salesman Perspective

Angel Critical Care Catheter -Totally unique product for Aquilant InterventionalPrevents High Risk ITU patients getting pulmonary embolisms NHS wants to promote innovative new technology, but don’t want to pay for itNHS Procurement has to slash annual spend for the next 5 years by 10% pa

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Idea

Sales Development Role – New position to overcome the challenges of bringing new technology to a market.

Driving therapy awareness - Spreading awareness, using National HRG Codes (rather than a

stretched departmental budget ) to fund purchase.- Promoting the idea of a technology helping in CQUIN Trust

Guidelines - Clinical Negligence Schemes for Trusts (CNST) - PE’s cost NHS £112m in clinical negligence claims (2005-11)- Helping Trusts to complete their ‘Safety Audit Objectives’

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Impact - Health Market is dynamic and constantly changing !

Networking across the Hospital to break down hospital ‘silos’- Talking to physicians who can impact our business ,

other than the Interventionalist e.g – Haematologists & Anaesthetists. (establishing the ‘mobilisers’ / gate keepers - rather than just a ‘talker’…

- VTE Exemplar Centres as set up by NHS England (Google)

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Committees/ Organisations to support New Technologies

• Ministry of Defence – Tri-Service –Joint Forces Command (JIC)

• NHS Hospital Trusts – Quality & Safety Audit Reports. (on Google)• CQUIN Analysis

• NHS Information Centre for Health & Social Care (Hospital Episode

Statistics) - Mean length of stay / Bed days lost due to XXX

• NHS England & Public Health England – to discuss HRG Coding for

procedures. Freedom of Information requests (FOI)

• Academic Health Science Networks (AHSN) – Gov’t fund to support

innovation in the NHS – London Neuro-Trauma Network