Paul Inward

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Paul Inward

• Working with Hubs Confederations
• Working with Trusts
•  
• A Case Study

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The Hub/Confederation View
PASA National Framework
Confederations Hubs
Trust
Trust

Trust
Trust
Trust
Trust
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Being Pulled from both directions

• Trusts want to keep their identity
• They will send out a confusing message
• Use a national contract one minute and do their
  own thing the next.
• Lack consistency in staff quality and their
  portfolio of equipment or service.
• Decision are made or not made by committee.
• Lack of ownership.
• Trust will prioritise in the short term.
• Trust will not understand the case and that
  savings in the telecom's area are ongoing.
• and to cap it all . PASA want results

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Telecoms Strategy Five Year Plan
World Class
Strategic Direction
Delivering Value
Enablers
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GSM Gateways
Line rentals
Calls Via CPS
Mobiles
Maintenance
Hosted Voice
Asset management
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Our Plan for the National Framework

• Gain a complete picture of the SHA area.
• Understand Trust Spend on an individual basis.
• Interview potential suppliers.
• Gain Trust commitment
• Deploy Analysis.
• Get trusts to sign up CPS
• Get Trusts to understand their line estate.
• Plan for the future

• Sep- Dec 05
• Jan- Mar 06
• Apr 06
• Apr 06
• May - Sep 06
• May - Oct 06
• Nov 06 -
• Apr 07 -

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• Gain a complete picture of the SHA area.
  Land of BT

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Pockets of Activity
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Our Strategy

• Identify with Key stakeholders for the projects
  which yield the most opportunity value.
• Work in structured and considered way to support
  all Trusts.
• Need to establish a clear and achievable Workplan
  with Key Milestones for actions and identify the
  risks.
• Give regular updates and report findings to the
  relevant stake holders.

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How we achieve success.

• We need to sell a new way of working back to
  Trusts departments, that are not used to
  working in this way - so we need to be confident
  in what we are doing and the tools available to
  us.
• From the outset it is vital that we .

• Understand the Key Issues
• Emphasise
• Demonstrate knowledge and get the shareholders
  confidence
• Provide a solution
• If necessary provoke debate to get agreement
• Provide and demonstrate the Infrastructure to
  finish the project.

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Our Plan was to target areas of substantial
spend. In each case.

• Identify and consolidate contract details on a
  central Confederation Database.
• Review Report on activity, trends and market
  position for each project.
• Decide with stakeholders on a sourcing strategy.
  

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Understand Trust Spend on an individual basis.

• Get trust to identify their responsible person
• Insisted on Tariff match reports.
• Planned each trust implementation risk
  management.
• Have an answer for everything.
• I.e. know where to go for the answers have a list
  of FAQs.

• Took good advice.
• CPS
• - Risk free
• - Instant savings
• - Allows you to Clarify the line estate more
  easily.

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We may come across Resistance
Typical resistance can take the following
forms Im too busy to look at this
Confederations are now a norm We are not
looking to cut out so much as to get a better
deal Its a great idea but it wont work for
me We will be educating people to understand how
and when Confederations work and how it will work
in areas other than pure commoditys.
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I could get the same results
negotiating We ensure absolute consistency in
gaining a market price a non buying area is
unlikely to get a good result. Some buyers
and/or many customers may perform strongly in
negotiations while others only think they have
a good deal. It will affect my strategic
relationships By concluding pricing terms in an
open manner the end user buyers are free to focus
on the product development relationship. Its
difficult for the NHS to have a strategic
relationship if the supplier is building in
excess profit.
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We told trusts of the need to work smarter
Not harder

• We should all be investigating
• Telecom costs including fixed line, telephone
  equipment, mobile phone, private circuits,
  virtual private circuits, etc. This can be for a
  single or multi sites
• We need review existing contractual arrangements,
  checking actual telephone charges against
  contracted rates and check service received
  against existing Service Level Agreements.
• We need to check and identify call patterns are
  checked for obvious misuse or telecom fraud.
• We need to benchmark current charges against
  industry best and assist in telecom tariff
  negotiation for the best rates available.
• We need ensure all telecom equipment is used and
  the correct maintenance charges applied and
  advise on all areas where savings can be made and
  rebates on billing errors sought.

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• No doubt their were things which didnt help ..
  Everyone of you, will recognise some of the
  following, whether in their own trust or
  somewhere else's.
• Examples
• Lack of visibility - e.g. Consultancy services,
  temporary staff etc.
• Unapproved suppliers / maverick spend lack of
  knowledge etc,
• Over specification
• Little co-ordination of spend with strategic
  suppliers to leverage the best contract BT
  NTL etc across the Confederation.

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A lesson learned
The Sourcing Exercise
The Sourcing Exercise
Sep 05
The Sourcing Exercise
Apr 06

Apr 07
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Trust now

• Benchmark current charges against industry best
  and assist in telecom tariff negotiation for the
  best rates available.
• Ensure all telecom equipment is used and the
  correct maintenance charges applied and advise on
  all areas where savings can be made and rebates
  on billing errors sought. identifying current
  expenditure
• Avoid unnecessary charges
• Eliminate misuse and prevent telecom fraud
• Use BT discounts
• alternative carriers
• making the most of your current phone system
• Compare telephone system selection with other
  trusts
• Think of using Telecoms consultants who add value
• Use suppliers technology to be more effective
  telecommunications management
• Evaluate newer technologies such as VoIP, ADSL,
  etc.
• We need review existing contractual arrangements,
  checking actual telephone charges against
  contracted rates and check service received
  against existing Service Level Agreements.
• We need to check and identify call patterns are
  checked for obvious misuse or telecom fraud.
• We need to benchmark current charges against
  industry best and assist in telecom tariff
  negotiation for the best rates available.
• We need ensure all telecom equipment is used and
  the correct maintenance charges applied and
  advise on all areas where savings can be made and
  rebates on billing errors sought.

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Working with EKHT to achieve perfection
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Acute's
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PCT and MHT's
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BT FeatureNet Deployment

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Case StudyMedway PCT
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• The next slide shows a Sourcing Cycle which
  is well proven in both the Public and Private
  Sector to deliver consistent results
• We will have tailored presentations in place
  to meet the needs of the audience. Key benefits
  include.
• We have had substantial experience with Strategic
  Sourcing processes we are able to take the
  client through the process in a considered
  manner.
• Working with the client to make an appropriate
  project plan using current legislation.
• Identifying appropriate issues in the project
  plan.

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Sourcing Cycle
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Case StudyMedway PCT
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Call Pattern Analysis Medway PCT
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Mobile Call Pattern Analysis Back to top
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Projected Annual Call Spend Comparison
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Savings for Medway PCT

• Calls using CPS 34,196
• Line Rental, like for like 16,961
• Minimum Saving of 51k on 161 Spend
• 32 saving