UK private hospital company wants better shot at lucrative government contracts…
Here the challenge was around smart tendering. The opportunity was to win central government funds to design and operate an independent treatment centre. The clinical expertise rested in consultants with a regional NHS hospital. While interest was high, the two organisations found it very hard to collaborate on creating a sound, competitive tender. The clinicians didn’t feel they could trust the private team, which, while interdisciplinary, included a lot of finance types that made the doctors suspicious.
Using interviews to design a series of workshops, we were able to help build an acknowledgement in both sides that they need each other and they need to work together on solutions – that things cannot be simply compartmentalized. We got a conversation going about the fact that they have different priorities and need to negotiate them, in a loop that includes access to the ultimate client from both sides. We also launched a conversation going about their different worldviews, the different assumptions about what is fixed and what can be changed.