Risks, routes to market and negotiation strategies for NPfIT suppliers
Rebecca Carter, a lawyer at Eversheds, is part of a team that has
been advising a number of second- and third-tier suppliers in their
negotiations with NHS Care Records Service prime contractors, the LSPs.
She shares some of the lessons learnt so far, and identifies possible
routes to market and negotiation strategies for suppliers wanting to
take their share of the NPfIT opportunities.
abstract
These are confusing times for healthcare software and services
suppliers — England’s National Programme for IT in the NHS (NPfIT) is
pumping billions of pounds into the healthcare ICT market, but the routes
to access these opportunities are not always immediately obvious for
smaller suppliers.
The local-service providers (LSPs) who have already won the big
contracts for the Care Records Service are now looking to off-load the
associated risks to the smaller specialist suppliers.
Advice is offered on how specialist suppliers may best enter this new
marketplace.
Br J Healthcare Comput Info Manage 2004; 21(8): 26–8.
