Lapsys Technologies presented a proposal to provide telecommunications services including landline phones and mobiles to 350 practices over 36 months through About Health. This would save practices an average of 17% on call charges while delivering £218,000 in revenue to About Health. Lapsys outlined the sales process, benefits to practices of simplified billing and support, and implementation strategy. They requested practice contact information and an introduction letter to begin outreach and implementation.

1. Lapsys Technologies presents to:
About Health - Nigel Grinstead and Bryan Leaker
Presented by: Julian Samuels (Business Relationship and Development)

2. Sales Process
Overview
A. Project Scope/Steps of the Sale
B. Benefits to practices
C. Practice Sign Up
D. Implementation
E. Next Steps
2
Presentation to:

3. Project Scope
3
 About (AH) Health will promote Lapsys Technologies as the preferred
Landline Telephones and Mobile provider to each cluster of practices.
 Lapsys will manage 360 practices over 36 months period saving circa 17% of
call charges to the practices and deliver 10% of all Bills to About Health
 The Telecommunication incentive services are:
 Cost savings on Call Charges circa 17%
 Cost Savings Landline Rentals circa 12%
 Consolidated Mobile Phone Package
4 Steps of the Sale interaction

4. 4 Steps of the Sale interaction
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1. Draft a letter to each cluster (group of practices) to send to
each practice promoting Lapsys as Landline Telephones and
Mobile provider which will include:
a) Benefits of the packages to the practice
b) Information Request form
2. Lapsys Team having received relevant information to
contact the Practice Manager to arrange phone conversation
3. Call practice where complicated to do a site visit
4. Complete form and advise client of specific savings
 Benefits to the Practices

5. Benefits to the Practices
5
1. What we are doing for the practices
2. Benefits of Landline Package
3. Benefits Mobile Package
4. Additional Benefits
5. Other Consideration
 Sign Up and Implementation

6. Sign Up and Implementation
Sign Up:
• Preparation of order form
Implementation:
• Timeline for landline migration
• Timeline for call charges migration
• Timeline for mobile provision
• Benefits to About Health 6

7. Benefits to About Health
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 Positive image for About Health – Delivered telecoms savings circa 17% to
each cluster of practices.
 Lapsys Technologies will deliver revenue to About Health circa £218,000 after
24 months based on 350 practices being served.
 No reliance on About Health resources to support the practices post
implementation.
 No reliance on About Health for billing analysis and account administration.
 Significant future revenue potential for About Health from additional services
such as IT hardware, IT Support and Telephone system maintenance etc..
 Implementation Preparation: Order Process

8. Implementation Preparation: Order Process
8
The Team outlined

9. The Team outlined
Dedicated Implementation Team:
• Darren Stevens - Implementation Manager - Croydon
• Kevin Victor - Implementation Manager – East Sussex
• Jonathan Ousey - Implementation Manager – Sheffield
Contact Information:
• Email & Mobile
– Darren Stevens darrens@lapsys.co.uk / 0772 5239742
– Kevin Victor kevinv@lapsys.co.uk / 07954 177782
– Jonathan Ousey jonathano@lapsys.co.uk /0 779 8697890
Implementation strategy9

10. Implementation strategy
How Lapsys will handle the implementation?:
• Segment the practices based on implementation timeline; 6, 12, 18, 24 months
• Build both a territory plan and Key Account plans to enhance our response
time.
• Each Practice will be Project managed by the respective Implementation
Manager to maximize the implementation planning stage, and ensure the
efficient use of time is performed when the practice is least busy.
• Notification of development tracking status of each implementation which can
be accessed centrally using our hosted CRM solution giving a real-time display
of the current stage in the Project Implementation Cycle
Information Required from About Health:10

11. Implementation Information
Information Required from About Health:
• Need a comprehensive list of the practices, contact details (telephone, email,
address) segmented into regional demographic areas.
• Name of Practice Manager and all practice information to be loaded onto our
dedicated Customer Relational Management system.
• Introduction letter to Practices from About Health & Cluster.
• Delivery of 350 practices who will take on Telecommunication services from
Lapsys Technologies.
Prospecting calls to Practice Managers
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12. Prospecting calls to Practice Managers
The objective of the call is to get 30 minutes of the Practice Manager’s (PM)
time to save the GP Practice circa £2,000 per year of their respective billing:
• Lapsys to lead the initiative of making appointments.
• Aim to book 6 appointments per week.
• Avoid booking appointments during busy periods. For example on Monday or during
an infection outbreak in the area.
• Information form needs to be completed with the practice manager:
– Complete form over the telephone
– Complete during a face to face meeting for complicated cases.
A Recent Case Study conducted revealed that the lead-time for completing questionnaires will be
significantly reduced having first given the PM line sight of the questionnaire prior where details can
be entered and reviewed prior to the appointment date scheduled to go through the questionnaire via
the telephone.
12

13. 13
“The questions were very straight forward and only lasted half an
hour instead of 45 minutes” Vicky Bernard – Portland Medical Centre
It only took ½ an hour to save the practice circa £2K per year.

14. 14
“If you can save the practice 15% of the telecoms cost, then I will
happily change to Lapsys Technologies” Debra Surallic – Moorland
Road Health Centre

15. 15
“If you can save our patients paying premium rate to call the practice,
sort out our extortionate telecommunications contract then we will
change” Dena – Thornton Heath Health Centre

16. • Easy transition as no changes to the telephone handsets are required.
• No capital investment required.
• No user training required as the phone system will not change.
• No site visit required to install equipment as no new equipment is needed.
• Combined billing for both mobile and landlines – easy to deal with.
• Average savings per practice circa 17%.
• Offer the same level of problem resolution Service Level Agreement as BT
underpinned by Qualified Engineers.
• Use of solid dependable telephone carrier.
• 24/7 Support Service Provision.
• Summary and Itemised billing as standard.
• We are capable to address external issues that may impact on the quality of the
telecommunications solution offering as we have a wider knowledge of the ICT
environment.
• Benefits of Mobile Package
Benefits of Landline Package
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17. • Easy transition with no changes to the Mobile numbers.
• No user training required as the Mobile phone will not change.
• No site visit required to install equipment as no new equipment is needed.
• Combined billing for both mobile and landlines – easy to deal with.
• Average savings per practice circa 17%.
• Use of solid dependable telephone carrier as in Vodafone.
• Summary and Itemised Billing as standard.
• We are capable to address external issues that may impact on the quality of the
telecommunications solution offering as we have a wider knowledge of the ICT
environment.
Optional:
• Access to volume discounted Mobile Handsets with Care Packs.
Benefits of using Lapsys
Benefits of Mobile Package
17

18. Benefits of using Lapsys
• Through the entire project, we will provide a unique Customer Services telephone
number for each practice to use as a single point of contact from 8 AM – 8 PM.
• Provide an Emergency Telephone number direct to BT - 24/7/365 cover.
• We will have a dedicated cluster Implementation Manager to address any aspect of
the solution delivery.
• All calls logged on our ticketing system so that we can track, monitor and solve all
problems to client satisfaction.
• All tickets raised on our system will have a unique ticket ID for reference and
management reporting.
• Commitment to deliver to AH revenue circa £218K over 24 months.
Additional Benefits of partnership support
18

19. 1. Automated Billing platform in place used for other established practices
2. Flexible Billing per practices and per Department, if required.
3. Summary bills
4. Itemised billing
5. Post solution support throughout the duration of the contract
What we are doing for the practices and AH?
Additional Benefits of partnership support
19

20. • Delivering cost savings on line rentals circa 12%
• Delivering cost savings on Landline calls circa 17%
• Delivering cost savings on mobiles circa 17%
• Providing a single point of contact for all telecommunications
requirements.
• Providing quality and reliable telecommunications solutions.
• Delivering to AH revenue circa £218K after 24 months.
• Delivering to AH an ongoing annual revenue circa £116K based on 350
practices being served.
• Other considerations
What we are doing for the practices and AH?
20

21. Other Considerations
• Patient text handling to cancel appointment facility increasing efficiency.
• Flexible Business Support for Continuity should the practice become
unavailable or inaccessible.
So. What We Require From the GP Practices?
21

22. What We Require From the GP Practices
The GP Practice Sign-up agreement:
• Signed agreement form for the Landline and Mobile solution
• Copy of the Terms and Conditions
• Signed copy of direct debit mandate
• Copy of the support escalation process (ESP) and monitoring
• Post commissioning customer survey form
22Lapsys and Associated Companies

23. Lapsys and Associated Companies
23
Summary Outlined

24. Summary Outlined:
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 Positive image for About Health – Delivered telecoms savings circa
17% to the clusters.
 Lapsys Technologies will deliver to About Health circa £218,000 after 24
months.
 Ongoing annual revenue circa £116K based on 350 practices being served.
 No reliance on About Health resources to support the practices post
implementation.
 No reliance on About Health for billing analysis and account administration.
 Significant future revenue potential for About Health from additional services
such as telephone system maintenance, IT hardware procurement, IT Support
, Business Contingency etc.
Next Steps...

25. Next Steps...
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 Presented to About Health – Nigel Grinstead and Bryan Leaker.
 Final sign off of the contract on Wednesday 2nd June 2010.
 Do you have any questions?
 On client engagement today, the Lapsys Technologies team can be instigated
and will be ready to start a week on Monday.
“Lapsys Technologies …Sustainable Business Development,
exceeding client expectations, delivering tomorrow’s
technologies today”
…. End Presentation