OUR BUSINESS IS NEW BUSINESS

IN NUMBERS

THE UK HEALTH SECTOR

11,010GPO'S & FRAMEWORK

MANAGERS

9,949GP SURGERIES

20,534CARE HOMES

7,500 DOMICILIARY

11,010DENTISTS

3000PHARMACIES

404HOSPITALS

Chartered Developments is a recognised leader for generating leads into the UK healthcare market.

We have been at the forefront of lead generation and marketing into the healthcare sector since 1998 and have generated thousands of new business leads on behalf of our clients.

Our team understands the nuances of each healthcare market you want to target.

Procurement procedures in the UK Health sector are nearly as varied as the available goods and services. Undoubtedly there is no single ‘optimum route to market’, there is of course best practice and public procurement regulations.

With our experience and research we will help you find the optimum route and importantly implement a cost effective lead generation strategy.

OURROLE

““We have been thrilled with the number of appointments that Chartered Developments have generated for us. Initially, we tentatively employed their services on a monthly contract but have now been using them since 2008 due to our success of winning new clients from the high quality of appointments booked. The team are very professional, competent and approachable and are clearly experts in their field. We would have no hesitation whatsoever in strongly recommending Chartered Developments to any business who does not compete with us!”

An AISMA member in Sheffield

PROCUREMENT

STAKEHOLDER /CLINICAL TRIALS

FACILITIES /CONTROL

I.E. INFECTION CONTROL

MEDICAL CONSUMABLES INTO HOSPITALS

EXAMPLE 1

Aligning the various stakeholders is essential. You can’t get far without a sponsor and there’s no point in trying if procurement are going to flatly refuse due to cost.

Procurement are rapidly becoming a very good place to start.

The Carter Report and CIPs mean that procurement and operations managers take a far more active role when faced with products that are going to reduce costs.

It is of course helpful if you are on a Framework agreement with a GPO (group purchasing organisation).

THE FOLLOWING EXAMPLES WILL GIVE YOU A FLAVOUR OF HOW WE CAN HELP

OUR ROLE IN SUCH A PROJECT IS TO:-

• Identify the various decision makers and influencers within the Trust and GPOs you want to target.

• Call them to discuss your proposition and arrange visits / conference calls for you

• Build a wider database of ‘buyers’ throughout the NHS

• Help you build the digital channels to communicate with them

• Call them to share research and arrange visits / conference calls / demonstrations

• Note our approach does not need to be all or nothing. A few trusts at a time is common.

FRAMEWORK AGREEMENTS

Sector Service / Product Target decision makers and stakeholders

NHS, Private Hospitals & Care homes Audio Monitoring Department Heads, Owners, Home Manager

Care homes Consumables Owner / Home manager

GPs Accountancy / conversions Practice Manager / Partners

GPs Legal Services Practice Manager / Partners

Dentists Equipment Partner / Owner

The Boards of Trusts Board Portal Co Secretary / CEO

TECHNOLOGY, SUCH AS IT BOARD PORTALS, INTO TRUSTS

The decision making unit for such a product is the board of a Trust. The significant influencers are heads of IT, data compliance and Co secretarial. Standard Framework agreements do not exist but there will be the odd GPO who has been through the process.

The decision making unit is the board, the Co secretary or similar is the main sponsor. IT and data protection are influencers but not necessarily stakeholders.

In effect the Co secretary will manage the project taking advice from IT and data protection and references from other Trusts.

IT DEPARTMENT

HEAD OF DATA

PROTECTION

COMPANY SECRETARY

TRUST BOARD

OTHERTRUSTS

GPO

• Create a database of Trusts populated with the Co secretary, data protection and IT decision makers. The Chair of the board and divisional heads are also important data points.

• Open digital channels & communication (mainly email)

• Call the Co secretary to research the opportunity and build the opportunity, arranging meetings / online demonstrations or further calls as appropriate.

• Build a long term nurturing programme

OUR ROLE IN SUCH A PROJECT IS TO;

EXAMPLE 2

Comprehensive package of servicesThe key to our success is the desire to work in partnership with you to help develop and grow your business. We achieve this using a comprehensive package of services. These you can use in isolation or as a coordinated, multichannel plan tailored to your objectives.

No two projects are the same. We’ll consult with you to identify the best mix of services to suit your individual requirements.

Services to suit you and your target market

When dealing with professional services we recognise the importance of sector knowledge. Our team is drawn from graduates, professionals and ex-business owners, specially trained within the Healthcare Sector, who offer a premium service and are able to communicate thoughtfully with c-level decision makers.

OUR SERVICES

DATA SOURCINGData building, profiling, cleansing and validation you can’t do withoutSuccessful sales and marketing hinges on the quality of your database. Our specialist team will help you define your data requirements and build a bespoke list from the most appropriate sources in the market place, using a wide range of data points including financial, geographical, sector and legal.

Our data can be cleansed and validated by us, is legally compliant and screened for TPS and CTPS.

DIGITAL MARKETING End-to-end digital marketing strategies for quality lead generationWe help you attract new clients, working with you to develop a suite of online lead generation tools:

• A new mobile friendly website to showcase your brand more professionally• Lead Generation pages to develop a database of inbound leads • Email Marketing to reach potential clients on your behalf• Digital Collateral including Infographics, social media profile graphics, email templates and more

PROFESSIONAL, BESPOKE TELEMARKETING Competence and experience in your marketWe use people best suited to your healthcare project, including legal, accounting, financial services, or technology experts. Your needs will determine the outcomes of conversations with prospects. Typically clients require:

• Prospect nurturing • Appointment setting• Demand generation

• Surveys• Event marketing

LINKEDIN CONSULTANCY Customised coaching sessions to suit your businessFinding, researching and nurturing new prospects using LinkedIn is a skill. Our customised, one-to-one coaching sessions and workshops will teach you how to do this. We help you use LinkedIn to build your brand and meet business development objectives.

You’ll learn new methods to identify and research prospects and create leads.

PIPELINE MANAGEMENT Stay on top of your prospect handlingManaging your sales pipeline is a juggling act. We help you turn cold prospects into fresh opportunities by identifying improvements in your practice.

Manage the entire process with our expert online marketing management system and you’ll win a greater proportion of your prospects in less time than it would otherwise take.

BUSINESS DEVELOPMENT TRAINING Master the structured approach to winning new businessA business development training course will teach you a structured approach to winning new business. Building on our vast experience gained within the professional services market, all of our programmes are tailored to the individual requirements of partners, managers or key individuals within your team.

Find out more about our services at www.chartdev.co.uk

Specialists, experts in their field…

Your project will be managed by a team with high levels of expertise and knowledge of the healtchare industry. They include former bank managers, accountants, marketing

professionals, business owners, HR professionals and business development professionals. Here are just two examples.

ROD CONNLead GeneratorRod has been calling for healthcare clients since 2006! Rod has a deep knowledge of the nuances of GP's, trusts and more.

SHAUN HEADLAMLead GeneratorShaun specialises in the Healthcare markets for our clients. Targeting GP's for both Accountants and Lawyers. Company secretaries of trusts and large groups.

OUR PEOPLE

RUTH JONESCEORuth is a qualified Chartered Accountant with previous roles in practice, including a ‘Big 4’ firm, and in commerce as a Pension Fund Accountant. Within Chartered Developments Ruth has taken on the challenging position of CEO dealing with the strategic direction, objectives, growth and financial stability of the company.

ANITA TURNERManaging DirectorAnita holds the key leadership role within the company and is responsible for its operational running. Working closely with Senior Leadership, Anita supports all team members to help them deliver the best service possible and obtain top results for each client. Anita’s experience includes 13 years’ work with a top West Country firm of accountants.

JANET GREENOperations DirectorJanet has responsibility for recruitment and management of the sales team, as well as quality control and efficient production of services to clients. Previous experience includes 20 years managing sales teams for The Daily Telegraph, Mirror Group and other national newspapers, plus work for national recruitment companies.

DEBBIE FORRESTClient Services AssociateDebbie’s extensive experience targeting different industries with clients gives her the skills to identify improvements in client practices particularly Healthcare.

JASON WALDOCKHead of Information ServicesAs provider of insight to clients through data and data services, Jason is pivotal to the continued delivery of our high quality business development service.

ROHAN HARDEMANHead of Corporate DevelopmentUsing a depth of knowledge gained from the financial services sector, Rohan helps new clients grow their business through tailored marketing campaigns.

PETER ROSENWALDSales & Marketing DirectorResponsible for our sales & marketing strategy, Peter applies his sales management and forecasting skills to help clients. Focusing on financial and associated markets, he has developed sales training for accountants and solicitors and delivered marketing ethics seminars with ICAEW and the Law Society. Peter has over 50 published articles to his name.

THOMAS MORGANClient Services AssociateTom’s skills managing complex business data and campaigns are well suited to his key focus markets of accountancy, legal, pensions and financial services.

We have worked with Chartered Developments since about 2000 and we are one of their longest, continuous

clients.

Chartered Developments have enabled us to grow over the past 17 years, with some great clients. They also

helped us to regain the GP market!

CHARTERED ACCOUNTANTS NORTHAMPTONSHIRE

WHAT OUR CLIENTS SAY...

Through their professionalism and experience, Chartered Developments have helped us recognise the power of

telemarketing in the professional services sector.

Done correctly, i.e. the right message to the right sector at the right time, this approach produces results.

The team at Chartered Developments really know what they’re doing and their advice and guidance on what it

takes to achieve success is paramount.A good business, well run, with top people – I like them

A LAW FIRM IN NEWCASTLE

HEAD OFFICE8 Kew CourtPynes HillRydon LaneExeterEX2 5AZ

www.chartdev.co.ukTel: 01392 247200