The Role of Professional Procurement
Beth Rogers, Principal Lecturer, MA Sales Management, Portsmouth Business School.

The purchasing profession has come a long way in the past twenty years, from operational buying to strategic sourcing. In order to sell to the NHS today, understanding of the role of professional procurement is a critical capability. This session explored the emerging trends in NHS procurement and what they mean for its suppliers.
For a copy of the presentation click here.

How to Find Your Ideal Partner
Gary Bowler, Director of Strategic Healthcare Solutions and Steve Hardy, Chairman of Change Factory

Investing significant time, effort and resource into a Key Account means that choosing the right account in the first place is critical. This session explored the criteria that will help you to select those Key Accounts that will make ideal partners for your organisation.
For a copy of the presentation click here.

The Psychology of Recruitment
Robert Miller BA (Hons), DipHSM, MBA, MSc, Consultant Occupational Psychologist, North51

Robert provided a review of best practice and latest thinking in the field of selection and assessment. His session also looked at how this information can be applied to help organisations hire talent and improve sales force effectiveness.
For a copy of the presentation click here.

Commercial Trade Channel Management
Richard Huckle, Commercial Operations Manager, Wyeth Pharmaceuticals

This session examined  the changing face of pharmaceutical distribution in the UK, the emerging channels and likely trends for the future. In addition Richard provided an introduction to the ABPI supply chain Group.
For a copy of the presentation click here.


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