The document outlines a three-phase market management strategy process for NHS and public sector organizations. The phases include initial identification and assessment of the market, development of an intervention strategy and contestability framework, and procurement and implementation of the chosen approach. It also describes various tools for profiling the market, testing stakeholder acceptance, and selecting a route to procurement. The goal is to develop a complete market management strategy to identify risks, opportunities for competition or partnership approaches, and achieve desired outcomes through rigorous contract development and management.

1. Market Management StrategiesMarket Management Strategies
‐
a processa process
&
a Contestability Framework
For
NHS and Public Sector
Organisations
Copyright John Halsted © 2011

2. Developing Your Market Management Strategy
Th Th Ph
The three phases, or steps, within this system are:
The Three Phases
Initialisation
1 Cause & Identification
2 Initial Assessment & Segmentation
3 Prioritisation
Strategy, Contestability and Route to Procurement
4 Market Profiling
5 Stakeholder Testing
6 Intervention Strategy & Contestabilitygy y
7 Route to Procurement
Procurement and Implementation
8 Procure
9 Implement Contract9 Implement Contract
10 Measure and Manage
Copyright John Halsted © 2011

3. High Level Overview (i)
The Core Elements of Market Management
What a market consists of.
What is market management?What is market management?
What is market analysis?
What is market development?
What is market testing?
The 12 Values Underpinning Market Management
The 10 Guiding Principles of Market managementThe 10 Guiding Principles of Market management
Use the Market Management and Contestability scorecards
and questionnaires to develop a complete Market Management
profile for your plans and to identify the risk surrounding any
potential Contestability to your projects.
Copyright John Halsted © 2011

4. High Level Overview (ii)
RoutesRoutes
The Market Management Outcomes Cube
Compete
outes
To
Procurement
Intervention
Compete
outes
To
Procurement
Intervention
Co-Operate
Contest Don’t
Contest
LES
AWP
Tender
Re-specify Contract
Intervention
Strategies
Co-Operate
Contest Don’t
Contest
LES
AWP
Tender
Re-specify Contract
Intervention
Strategies
Market
Profiling
Intervention
Strategy
Stakeholder
Testing
Implementation
Planning
Market
Intervention
Implement
Change
Measure
and Manage
Segmentation
Initial
Assessment
Prioritisation
Analysis and Prioritisation ImplementationStrategy and Planning
1 2 3 4 5 6 7 8 9 10
ContestabilityContestability
Deep dive analysis & strategy
formation
Broad high‐level analysis &
prioritisation
Communication and Change Management
0
• Common language and common
pathway‐based framing of the market
• Detailed understanding of the segment
and market potential
• Clear signalling to the market & market
stimulation
Outcomes achieved:
Rigorous contract development &
provider management
• Local partnering, where appropriate
• Patient, public & clinical involvement
• Robust needs analysis & predictive
modelling
• Clear and defensible understanding of
the role of competition
• Consensus of priorities based on three
dimensions need for improvement,
• Understanding of supplier economics
and demand forecasting
• Tested strategic options (through
informal external interviews)
• Clinical leadership
• Consensus on the strategic approach
• Actionable implementation plan
• Commercially robust contracts
• System management & strong,
structured and consistent provider
management
• Benchmarking and value analysis
• Quality and value reporting
• Realisation of outcome improvement
t tpotential for market structure change,
ease of implementation
• Leadership of local health agendas
targets
Common mindset and capabilities; pro‐active engagement; partner of choice; employer of choice
Copyright John Halsted © 2011

5. Copyright John Halsted © 2011

6. Using the
INTERVENTION STRATEGY APPROACH
g
INTERVENTION STRATEGY APPROACH SCORECARD
score your project to decide whether you should be opting
to:
CONSOLIDATE PROVISION
DIVERSIFY PROVISION
CHOICE & INFORMATION
VERTICAL ALLIANCE
HORIZONTAL ALLIANCEHORIZONTAL ALLIANCE
JOINT COMMISSION
Copyright John Halsted © 2011

7. Copyright John Halsted © 2011

8. Copyright John Halsted © 2011

9. Contact John Halsted via Linked‐In,
CONTACT
profile https://www.linkedin.com/in/john‐halsted‐7640882
to discuss having the a complete
Market ManagementMarket Management
and
Contestability Strategy and Framework
developed for your organisation.
Or
email John at johndhalsted@aol.com
Mobile 07951 952062