Pre-sales NHS discussions: The importance of good preparation

Lawrence Petalidis is a Digital Health (NHS) Navigator for the DigitalHealth.London Accelerator programme.

Last week representatives from Accelerator company Lumeon, which offers an innovative digital Care Pathway Management system, visited Chelsea and Westminster Hospital NHS Foundation Trust’s maternity services to discuss post-natal patient management solutions. From the Lumeon side, we had a Senior Account Executive, Stephan Zentgraf and his team, while Chelsea and Westminster hospital was represented by a Consultant Obstetrician.

This was their third visit, with two previous discussions focusing on a detailed exploration of the existing processes and as is states. The team diligently noted existing ways of working turned a substantial amount of information into a clear, functional demo of their solution. The demonstration was truly customised to Chelsea and Westminster hospital and reflected an impressive amount of a pre-sale preparation.

The Lumeon team showed diligence and energy in delivering an impressive, bespoke presentation. A great amount of work had gone into getting to the level of detail to understand and interpret requirements.

In my about 10 years of commercial roles, I have seldom seen such diligence in a pre-sale prep. Suffice to say the Consultant Obstetrician was left almost literally speechless. So I say, hats off guys, *this is how it’s done!*

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