Simple business case/value model for a medical device

Clinically the product is very well accepted, but it has been difficult for sales team to unlock funding and to access those who may support business case writing, so sales had flat lined

Discussed requirements with the Sales Manager.

Having reviewed the clinical data, explored coding and NHS data to include a localised eligible population, we wrote a short report outlining what could be delivered. A simple Excel model was developed which included a sales deck and an interactive business case. Content of the report was developed by the company marketing team. The business case had a standard set of inputs based on clinical evidence all of which could be changed to match the local pathway. Once the customer has tailored the model to suit their practice a PDF can be generated and auto attached to an email for ease of sending to the customer.

The model was recently launched via MS Teams which also included the Managing Diertor. The sales team reacted very well and post meeting email comments include:

Sales Manager: “Thanks for the session. Very clear and concise. Exactly what I wanted both the tool and todays session. Team like it and think it’s very usable. Will get you feedback as it comes in” ... [Watch this space!] MD: “Thank you very much for a very clear demonstration this morning, an exceptional tool for the Ortho team that will lead to some interesting conversations. The simplicity and ease of use are much appreciated, thank you.”

5 days to review the data, design the model schematic and search for NHS inputs so the model report is relevant.

8 weeks to build the model including 3 iterations of design and content. Roll out during a standard team meeting in 1 hour so no impact on time in field. (higher level packages include more training and follow up if required, also co-development of any Market Access plan by Sheila who I collaborate with routinely)

£7,000