Developing strategic and commercial solutions for NHS Trusts
Latchmore’s team includes former commercial directors from major teaching hospitals; a former NHS finance director; and leaders from organisations who have negotiated and operated commercial partnerships with the NHS. We have advised the NHS on a range of NHS-to-NHS partnerships as well as NHS-Private partnerships in areas including private patient units; pathology labs; pharmacy; and CSSD.
Assignment: PPU Strategy and Outsourcing
Initially reviewing the demand, competition, segmentation, consultant and PMI views of the private patient market within the catchment, as well as market engagement with potential private partners. Developing strategic options led to partnering with a private provider as the preferred option. Working with Trust procurement to design and oversee a procurement process, and leading negotiations with the preferred bidder.
Assignment: Pathology Network
Initially designing and running a short series of stakeholder workshops to understand perspectives on developing a pathology network. Subsequently, Latchmore was asked to support the network board to develop a range of options and to build a financial model which would objectively compare these options, and then write the OBC incorporating the rationale for the preferred option.
Assignment: PMI Renegotiation
Initially asked to benchmark PMI tariffs received by a Trust PPU against the best available data for private hospitals and PPUs. We developed a simplified model to analyse profitability by PMI company. Then led renegotiations with PMI companies leading to double-digit percentage contribution uplift.
Assignment: CSSD Contract Negotiation
Due to internal promotion, the client asked us to step in at the preferred bidder stage to lead commercial negotiations for a long-term CSSD outsourcing contract, including the development of complex SLAs in conjunction with client operational teams, finalising contractual documents with Trust legal advisers, through board approval to contract signing.
“OUH wanted to explore the option of partnering with private hospital operators to develop private services on our sites. The two consultants from Latchmore had been involved in over half of the similar partnerships in the market, and facilitated an enlightening market engagement process, as well as drafting our SOC.”
Jay Mistry, Commercial Director I Oxford University Hospitals NHSFT
“We needed two days a week for six months to take a complex partnership negotiation for CSSD services from preferred bidder to signed contract. Hugh was able to provide this support personally, and our board approved the contract. Latchmore are now providing 1-2 days per month to support our market engagement around a PPU partnership.”
Peter Baker Commercial Director I Southampton University Hospitals NHSFT