Siemens Healthcare

Partnership Development

Business Need

Siemens Healthcare Diagnostics (SHD) had a long term strategy to shift from being equipment sellers to service providers.  An opportunity had been identified to support NHS pathology equipment customers by working in partnership with them to jointly market pathology services to new and existing end users, such as GPs and other hospitals.  With NHS organisations under increasing pressure to act more commercially, this partnership proposition had the potential to deliver significant new revenue streams to both SHD and its customers in a rapidly evolving market.  This new enterprise had to be launched quickly so the need to set up a new business unit and pull in some outside help was recognised early on.

Andrum Solution

Andrum worked closely with SHD to scope out the requirements and then provided an entrepreneurial team, including project management resource, and a programme of activity through which they helped to refine the partnership proposition, carry out market research, build the business model, establish operating procedures and market the service.  Since the new service would have to be sold to public sector customers through a formal tender process Andrum also helped to manage the tender responses and the relationship with these new NHS partners.

Outcome

The new business unit is now an operational unit within SHD with a clear proposition, established processes and its own budget.  Andrum helped SHD to win two new partnerships which are now generating incremental revenue and further partnership opportunities are being explored.