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Virtual Workshop

The Value Partnership – a win-win engagement approach

Half day - 9.00-1.00pm - via Zoom
Thursday 22 April 2021, 9:00 AM - 1:00 PM

We are now faced with an NHS landscape that may not return to a full face to face relationship with pharma, and the key stakeholders will not necessarily be as open or available due to new resource constraints. It is a time for the relationship with customers and influencers to be more of a partnership built on value and purpose.
Provisional Programme

9.00 Welcome and Introductions

9.05 Engagement with the NHS - Paul Midgely and Oli Hudson

  • Looking at the NHS Long Term plan and new Government White Paper impact on the structure and the business/partnership potential in line with the reset/recovery initiative currently ongoing within NHS sectors. 
  • A presentation of the facts and what we know, followed by a structured discussion on initiatives and implications.

This session will be an informal awareness session to get delegates thinking about their own challenges and strategic objectives.

10 min break

10.00 The use of data to drive a valued partnership Lisa Alderson and Jonathan Carney

  • A deep dive into the different kinds of insights that can support account strategy planning and engagement
  • What patient insights and therapeutic focus information your customers want
  • Discussion on how subjective data might be useful and how to capture it
  • Concepts of account management  and challenges to current success measures

This session will be a mix of presentations, discussion and delegate set question responses.

15 min break

11.10  The use of data to drive customer and digital engagement Sarah Eglington 

Using a data-driven approach to:

  • Define a micro-segmentation model/framework
  • Map where customers are on engagement lifecycle
  • Optimise your channel and content mix to build trust and value
  • Deliver real ROI against key metrics

This session will include research information and statistic presentation that will include poll questions to challenge your current thinking around multi channel engagement.

5 min break

12.05  Developing/understanding supportive partnerships - Bhavini Patel and Steve How

  • Case study based insights gained from working collaborations with health organisations to foster real partnerships that drive health improvements and patient care.
  • Discussing the implications of organisational delivery of place based care and the need to meet organisational and whole pathway place based needs within delivery.
  • Reviewing key aspects of stakeholder management focussing on new stakeholders and drivers.

This session will include an anonymised case study, open discussion and questions and answers throughout.

This workshop will be run for us by Wilmington Healthcare. We are very grateful to the team for sharing their time and expertise for the benefit of BHBIA members.

Wilmington Healthcare work with clients providing NHS data intelligence from key contact information right across to specialist NHS data (specialist share, HES, etc) and also have a account planning and KPI platform for companies to manage their goal setting and measurement. 


Paul works very closely with colleagues in Wilmington’s Consulting team and Thought Leadership group on the NHS and industry joint projects, focusing on service transformation particularly in mental health and neurological conditions. He chairs webinars and writes articles on the changing NHS.

Paul is an active Patient Representative sitting on various committees in NHS and Social Care organisations in the East Midlands. He is also involved in the Midlands clinical senate, NHS Nottingham & Nottinghamshire CCG’s Patient & Public Engagement Committee, Nottinghamshire ICS’s Connected Notts Patient Facing Digital Strategy board, chairs Rushcliffe Primary Care Network’s PPGs committee, and Musters Medical Practice PPG, and has co-chaired over 100 Regional Commissioning Networks across England.

Previously Paul has held various posts in the local NHS and charities including Prioritisation Panel at Healthwatch Nottinghamshire, National Epilepsy Society Commissioning steering group, Practice Based Commissioning Community Director, Board member on various committees including Clinical Reference Group, Finance and Performance committee, Cardio-Respiratory Task & Finish Group; and COPD Integrated Care Pilot.

Oli spent 11 years developing the NHS insight website Wellards (now part of Wilmington Healthcare), coming from a background of PR and journalism. As editorial director he was responsible for the content of the site and also had customer-facing roles in training, consultancy and development.

Oli has worked closely with the NHS via the NHS-Industry procurement partnership programme, and developing education on value in healthcare for industry with RightCare czar Sir Muir Gray.

At Wilmington Healthcare he has worked with the NHS and industry on a host of training, access, collaboration and partnership projects. Now directing content across the Wilmington Healthcare portfolio, he covers training and education, consultancy, meetings, thought leadership, events and webinars. He is also an industry correspondent for Health Service Journal and writes the fortnightly HSJ pharma newsletter.

He is a father of two, a keen reader and writer and a former University Challenge semi-finalist.

19 years experience in the service provider sector focused solely on the healthcare market delivering data, insights and platform solutions.

Undertaken roles in sales and marketing along with product development and business strategy.

Worked with UK and global clients from the pharmaceutical sector and disease charities and patient support organisations.

Proposed and managed many complex delivery projects from inception to completion with a keen eye on giving the client exactly what they need based on business objectives and company strategy.

Keenly involved in thought leadership in Account Management and active within industry associations and groups supporting good practice, knowledge sharing and innovation.

Jonathan has over 16 years experience working in pharmaceutical companies in roles ranging from sales representative to Business Information Manager and Associate Director SFE Europe. The majority for Jonathan’s career he has been working with pharma sales forces defining strategy and most importantly ensuring successfully implementation of their “go-to” market approach.   The pharma companies Jonathan has worked at include Schering Plough, Bristol-Myers Squibb Novartis and most recently Janssen.

Based upon this client experience Jonathan has also successfully developed and marketed information and technology solutions to the pharmaceutical sector having held the role of Commercial Director at Interactive Medica and Practice Leader, Technology & Services at IQVIA.  

Jonathan holds a MBA from Warwick Business School.

Steve is the Programme Director for Wilmington Healthcare, with a portfolio that focusses on strategic insight into the impact of changes in NHS policy and implementation on industry.

Prior to consulting, he had many years’ experience with blue chip pharmaceutical and Health IT companies in market access strategy and solutions.

Steve also has an active role within the NHS in developing and implementing assurance and public engagement. He is a Governor of Nottinghamshire Healthcare Foundation Trust and governance lead for HealthWatch working on provider scrutiny, and previously was public lead and member of the Mid Notts Integrated Care Partnership (ICP) Board.

He is passionate about facilitating partnerships to develop better healthcare. Whether that is linking up various providers and suppliers in the NHS, supporting industry on their strategic approach to working with the NHS or supporting public engagement with their local NHS.

Sarah Eglington - Client Development Director - Customer Engagement

Bhavini Patel - Head of WHC Consulting

Delegate Fees

'Early bird' delegate fees for bookings made on or before 25th February 2021:

  • Members: £189 + VAT
  • Non-Members: £234 + VAT

(These prices include a 10% early booking discount).

Cancellation Policy for early bird bookings: full fee payable / no refunds given; however a substitute delegate can be accepted. (Our standard cancellation policy does not apply).

Delegate Fees for bookings made after 25th February 2021:

  • Members: £210 + VAT
  • Non-Members: £260 + VAT

Cancellation Policy: standard cancellation policy applies, as stated on booking form

Online Booking - Click on the register for event button below. Please note you must be logged in if you are a member or join as a registered user to book online.