Stephen McComb - PA Consulting
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The document discusses positioning within the value chain in connected health. It defines the value chain as a series of activities that each provide value for the customer, with the whole being greater than the sum of the parts. It identifies some of the challenges in operating within a value chain, such as defining customers and partners, managing commercial risk, and protecting intellectual property. The document also discusses opportunities for leveraging value chains, such as understanding where real value can be created and minimizing non-value adding activities.
Stephen McComb - PA Consulting
- 1. Positioning within the Value ChainCustomers wants reliable, coordinated services. If one company is unable to offer all the necessary services, the customer needs an ecosystem based around the products and services of a primary partner within a value chain- today’s customers are won with ecosystems not products. What are the challengesand barriers, and what are the opportunities.
- 2. Background to the Presentation- Network Testing- Global Supply Chain Integration - Health Reform - Lean in Government and Services
- 3. Definition of the Value Chain In Connected HealthUnderstanding ValueSeries of activities that each provide value for the Customer.The whole is greater than the sum of the parts for the customer.
- 4. Who is the Customer for the Value Chain?The challenge of defining the customer
- 5. Who are my Customers?Local, European and GlobalNationalProgrammesEU ProgrammesLocalAuthoritiesDirect to Patients HospitalsDirect to CitizensHealth ProvidersCommunity Care Multinational CompaniesEmployersUniversities GP/Family DoctorsResidentialCarePatient Forums Carer Forums
- 6. What Does the Customer Value?A move from activity to outcomesHealth organisations, whether pharmaceutical companies or healthcare providers, will increasingly be rewarded based on the outcomes they achieve for their customers and patients.Reduced Emergency Admissions Reduced Readmissions Reduced Bed Days Less sick daysProducts and Service to compliment my servicesNot having to attend any unnecessary reviews.
- 7. Paying for Connected HealthTraditional Service V Cost dilemma Cost/BudgetPremiumServiceEconomyCost/Budget
- 8. 12345Idea QualificationProduct DevelopmentTrialsMarket PreparationMarketTechnology PushNew Requirements Commercial sizingIdentify FundingDesign DevelopmentRapid Prototyping Packaging devicesMicro-fluidicsEthical approvalPre-clinical TrialsClinical TrialsResult analysis Sales and implementation Peer ReviewFDA/EU ComplianceFormalise IPPackaging Manufacturing Distribution Partnering agreements1 Year18 Months2 Years3 years 4 yearsValue Chain for Connected Health to MarketA lengthy journey
- 9. Clearer DiagnosisEarly DischargeReferral to appropriate serviceReduced admissionAppropriate InterventionLevel Reduced Failure Demand Early Intervention41352Patient Selection and RecruitmentAlerting Clinical InterventionData InterpretationService ResponseDischarge MonitoringData driven SelectionValue in alerts and avoiding intervention through data. Bringing consistency and intelligence Appropriate intervention Freeing up resources bringing support. Value Chain for Tele-CareIdentifying Value Add in the Value Chain
- 10. Non-Value Add in the ChainCommercial Opportunities in streamlining the value chainWasteWorkNon-Value • Transferring patient data from system to system • Monitoring and maintaining equipment that’s not used • Reviewing statistic that don’t impact outcomes • Unnecessary administration • Duplicating reviews between disciplinesDemandFailureDemandValueAddingFailure Demand • Inappropriate referrals • Patients attending for information/education • Reviews that don’t create value• Screenings that are not necessaryEssential Non Value-Adding
- 11. Challenges of Operating in the Value ChainAreas to address in a business plan Defining who your customer is? Defining what your customer wants today. (By Country)Will the customer pay for what s/he wants today?Identifying the channel to marketIdentifying partners to deliver the value chainDefining what your customer wants tomorrowManaging relationships in a complex supply chainProtecting your IP or your Value
- 12. Barriers in Operating in the Supply ChainAreas that must be resolvedCredible track recordRegulatory compliance per countryStandards – so many to choose fromCommercial riskTime to marketCash flow for small companies Commercial patience for larger companies
- 13. Value Chain Opportunities of the Healthcare of the futureFour key themes emerging in the future of healthcareHealth information and enhanced process/ cost efficiencyIntelligent health Future of healthcareHealth reformPersonalised medicineDelivering health reformmoving toward universal access and healthier communitiesImproving outcomes through the use of health informationand enhancedprocess / cost efficiencyDelivering Intelligent Healthcare: Customer-centric innovation in healthDriving new business models across healthcare through Personalised Medicine
- 14. Leveraging the Opportunities in the Value Chain Focusing on the Value Chain to create realise opportunitiesSupplier SideUnderstand who your real customers are. Understand the value the you create. Seek to understand non-value add in the value chainSeek partners/customers in the Value Chain to meet end customer need. Manage commercial risk but not over manage it.Create a portfolio of products to manage time to marketBe realistic about the cost of sale.Sell outcomes not productProcurement Side Create clarity on where real value can be created
- 15. Create clarity on the partnering with the Client side
- 16. Align your organisation to minimise unnecessary time delays in procurement.
- 17. Link commercial risk to reward.
- 18. Create realistic timescales. Further Reading on the Future of HealthcareEmerging Thought Leadership What PA Consulting Does: Delivering out of the ordinary programmes Complex integration in healthcare Innovative device development Change management Care pathway redesign Supply chain transformation for products and servicesCheck out our material on the Future of Health Care at:: http://tiny.cc/vtx4d
- 19. PA Health Contacts in IrelandGlobal Company with Local PresenceFor more information, contact:Name: Stephen McComb Potters Quay, Belfast Mobile: +44 7912 799188 E-mail: stephen.mccomb@paconsulting.comName: Sile RyanEmbassy House, Herbert Park LaneBallsbridge, Dublin 4Mobile+353 86806 2506E-mail: sile.ryan@paconsulting.comPA Consulting Group is a leading management and IT consulting and technology firm. Independent and employee-owned, we operate globally in more than 30 countries and transform the performance of major organisations in both the private and public sectors.