ADVERTISING FEATURE
From Supplier to Partner Getting the most from your Infusion Service
As the NHS moves from a system based on competition to one of collaboration, it isn’t just Integrated Care Systems (ICS) and Provider Collaboratives where we see innovative practices; suppliers are increasingly offering better value and improved quality through partnership working. BD has been delivering Value Based Partnerships (VBPs) for a long
time, recently adding to their portfolio by launching “Infusion as a Service” at the EBME Expo in June. We spoke to Tom Ward, Business Development Executive for Managed Services at BD, to find out how they’re changing the company’s relationship with the NHS.
We started by asking why he thinks now is the right time to consider VBPs? The NHS is experiencing some of the most severe pressures in its 75- year history. We’re seeing EBMEs overwhelmed, with more equipment to manage, tighter budgets and difficulties recruiting. Nurses too are chronically understaffed, and when it comes to technology, there’s often a huge array of devices they need to learn to use safely. IV pumps in particular have always been a silent budget burner, costing millions, and potentially wasting money if not planned and managed well. But, in the midst of every crisis lies a great opportunity. With the formation of ICSs there’s real economies of scale to be found. As experts in infusion systems, we know we can help; improving financial management and providing support to relieve the burden on staff who already have so much to worry about.
So, what’s the difference between a VBP and a Consumables Contract? Traditional BD infusion system consumables contracts focus on the financial agreement. The hospital pays for pumps through their estimated use of consumables. We’re finding these arrangements aren’t always the best solution for our customers because they don’t include any other support, there are no performance measures and demand for sets can be difficult to predict. Sometimes that means we end the contract early because the Trust has overspent, or we extend it so they can pay off the underspend. Or worse, have to discuss a lump sum payment when additional funds may not be available. Our VBPs are much more comprehensive, flexible, and transparent. Importantly, they’re a true partnership where we work together with
the Trust or ICS to design a bespoke package making life easier for everyone, not just finance and procurement, but nurses and EBMEs too.
So, what’s included? They’re tailored to each situation. Together, we identify your challenges and then co-design the best solution. If you’re just thinking about improving the day-to-day management
of your fleet, we offer access to the latest technology, structured rolling replacement plans and greater control. We develop a customised service package. Our “Plug and Play” service means devices arrive on-site ready to use. The “Swap-In, Swap-Out” approach gives you peace of mind that devices are replaced with no downtime and freeing up EBMEs to focus on other equipment in their care. Workforce support doesn’t stop there. We can include on-site clinical training, informatics, and Lean Trained consulting staff. To address financial challenges, we align pricing across the fleet using a flexible commercial model, thereby sharing the risk. Together we’ll define a set of KPIs – quantifiable performance measures. These could be related to stock reduction, wastage, priority in case of back orders, device downtime or adherence to maintenance schedules. But when partnerships cover multiple Trusts or an ICS, we see real economies of scale, particularly through asset pool management and shared resources. For example, we can provide an engineer who can cover all hospitals for the same investment.
Are there situations when a VBP isn’t suitable? We want to work with people and organisations with a partnership mind- set. Everything from design and implementation to progress reviews will be collaborative. The right size of project is also important. VBPs take time and effort
to set up, so it’s difficult to achieve value on a small scale. It’s also important you like BD devices! Although there is the flexibility of mixed fleets with a VBP.
Who needs to be involved? Our partnerships work best when we collaborate closely with people who use our products. We start with EBME and clinical managers, and of course finance and procurement. It’s great if board level stakeholders get involved. They’ll often drive the project forwards because they see the bigger picture – the improved quality and value of the partnership.
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