NHS Patient Safety - Reducing Medication Errors

How can Pharmaceutical Companies contribute to improving NHS Patient Safety?

They can demonstrate ‘added value’ , for example, by either offering products which contribute directly to making the administration of medicines safer by helping to reduce:-

a.Making the drug up to the wrong strength
b.Using the wrong diluent
c.Microbial or other forms of contamination
d.Labelling errors
e.Administration by the incorrect route by clearer design/packaging of the product

The products which are commonly offered as part of a compounding service include:-
a.Cytotoxics
b.Antibiotics
c.Inotropes
d.Potassium solutions
e.TPN
f.Unlicensed medicines

In addition, the provision of non-promotional training/educational services to healthcare professionals in the form of Continuing Professional Development events and nurse advisor teams helps to educate NHS staff on how to administer medicines more

a.Confidently
b.Accurately
c.Competently


The Department of Health (DH) has issued the following list of ‘Never Events’ for 2012-13. The list is circulated to a wide range of NHS managers, clinicians and healthcare professional allied to medicine.

The document authors are the DH’s Patient Safety and Investigations unit. The purpose of the document is to highlight certain events which are deemed to be very serious risks to the standard of care to patients, but most importantly avoidable.

The document forms part of the wider DH’s Patient Safety Agenda policy and should be read in conjunction with the NHS Standards Contract for organisations providing services to the NHS
1.Wrong site surgery
2.Wrong implant/prosthesis
3.Retained foreign object post-operation
4.Wrongly prepared high-risk injectable medication
5.Maladministration of potassium-containing solutions
6.Wrong route administration of chemotherapy
7.Wrong route administration of oral/enteral treatment
8.Intravenous administration of epidural medication
9.Maladministration of Insulin
10.Overdose of midazolam during conscious sedation
11.Opioid overdose of an opioid-naïve patient
12.Inappropriate administration of daily oral methotrexate
13.Suicide using non-collapsible rails
14.Escape of a transferred prisoner
15.Falls from unrestricted windows
16.Entrapment in bedrails
17.Transfusion of ABO-incompatible blood components
18.Transplantation of ABO incompatible organs as a result of error
19.Misplaced naso- or oro-gastric tubes
20.Wrong gas administered
21.Failure to monitor and respond to oxygen saturation
22.Air embolism
23.Misidentification of patients
24.Severe scalding of patients
25.Maternal death due to post partum haemorrhage after elective Caesarean section
Source: http://www.dh.gov.uk/prod_consum_dh/groups/dh_digitalassets/@dh/@en/documents/digitalasset/dh_132352.pdf

You can read the whole document if you wish, but the indicators within the specific areas where the Pharmaceutical Industry has opportunities to work in conjunction with the NHS includes:-

4.Wrongly prepared high-risk injectable medication
· Death or severe harm as a result of a wrongly prepared high-risk injectable medication.
· High-risk injectable medicines are identified using the NPSA’s risk assessment tool1. A list of high-risk medicines has been prepared by the NHS Aseptic Pharmacy Services Group using this tool2. Organisations should have their own list of high-risk medications for the purposes of the “never event” policy, which may vary from the NHS Aseptic Pharmacy Services Group list, depending on local circumstances.
· A high risk injectable medicine is considered wrongly prepared if it was not; o prepared in accordance with the manufacturer's Specification of Product Characteristics;

1 NPSA High Risk Medication Risk Assessment Tool, 2007, available at
http://www.nrls.npsa.nhs.uk/EasySiteWeb/getresource.axd?AssetID=60097&type=full&servicet ype=Attachment

2 Pharmaceutical Aseptic Services Group. Example risk assessment of injectable medicines. 2007. Available at http://www.civas.co.uk/
· This event excludes any incidents that are covered by other “never events”.
· Where death or severe harm cannot be attributed to incorrect preparation, treat as a Serious Untoward Incident.

5. Maladministration of potassium-containing solutions
Death or severe harm as a result of maladministration of a potassium-containing solution.
Maladministration refers to;
selection of strong potassium solution instead of intended other medication,
wrong route administration, for example a solution intended for central venous catheter administration given peripherally,
infusion at a rate greater than intended.

Setting: All healthcare settings.
Guidance: - Patient safety alert – Potassium chloride concentrate solutions, 2002 (updated 2003), available at http://www.nrls.npsa.nhs.uk/resources/?entryid45=59882

6. Wrong route administration of chemotherapy
Intravenous or other chemotherapy (for example, vincristine) that is correctly prescribed but administered via the wrong route (usually into the intrathecal space).

Setting: All healthcare premises.
Guidance: - HSC2008/001: Updated national guidance on the safe administration of intrathecal chemotherapy, available at http://www.dh.gov.uk/en/publicationsandstatistics/lettersandcirculars/healthservicecirculars/dh_ 086870 - Rapid Response Report NPSA/2008/RRR004 using vinca alkaloid minibags (adult/adolescent units), available at http://www.nrls.npsa.nhs.uk/resources/?entryid45=59890

7. Wrong route administration of oral/enteral treatment
Death or severe harm as a result of oral/enteral medication, feed or flush administered by any parenteral route.
Setting: All healthcare settings.
Guidance: - Patient Safety Alert NPSA/2007/19 - Promoting safer measurement and administration of liquid medicines via oral and other enteral routes, 2007, available at http://www.nrls.npsa.nhs.uk/resources/?entryid45=59808

8. Death or severe harm as a result of intravenous administration of epidural medication.
A broader “never event” covering intravenous administration of intrathecal medication or The “never events” list 2012/13 9 intrathecal administration of intravenous medication is intended once the deadlines for Patient Safety Alert 004A and B actions have passed.
Setting: All healthcare premises.
Guidance: - Patient Safety Alert NPSA/2007/21, Safer practice with epidural injections and infusions, available at http://www.nrls.npsa.nhs.uk/resources/?entryid45=59807 - Safer spinal (intrathecal), epidural and regional devices - Parts A and B, available at http://www.nrls.npsa.nhs.uk/resources/?EntryId45=65259

9. Maladministration of Insulin
Death or severe harm as a result of maladministration of insulin by a health professional. Maladministration in this instance refers to when a health professional
uses any abbreviation for the words ‘unit’ or ‘units’ when prescribing insulin in writing,
issues an unclear or misinterpreted verbal instruction to a colleague,
fails to use a specific insulin administration device e.g. an insulin syringe or insulin pen to draw up or administer insulin, or
fails to give insulin when correctly prescribed.

Setting: All healthcare settings.
Guidance: - Rapid response report – Safer administration of insulin, 2010, available at http://www.nrls.npsa.nhs.uk/alerts/?entryid45=74287 - NHS Diabetes – Safe use of insulin, 2010, available at http://www.diabetes.nhs.uk/safe_use_of_insulin/ - NHSIII Toolkit – Think Glucose, 2008, available at www.institute.nhs.uk/thinkglucose - NHS Diabetes guidance - The Hospital Management of Hypoglycaemia in Adults with Diabetes Mellitus, 2010, available at http://www.diabetes.nhs.uk/document.php?o=1037

19. Misplaced naso- or oro-gastric tubes
Death or severe harm as a result of a naso- or oro-gastric tube being misplaced in the respiratory tract.
Setting: All healthcare premises.
Guidance: - Patient safety alert – Reducing harm caused by misplaced nasogastric feeding tubes, 2005, available at http://www.nrls.npsa.nhs.uk/resources/?entryid45=59794 - Patient safety alert – Reducing harm caused by misplaced naso and orogastric feeding tubes in babies under the care of neonatal units, 2005, available at http://www.nrls.npsa.nhs.uk/resources/?entryid45=59798&q=0%c2%acnasogastric%c2%ac


Please visit the 20:20 Selection website if you have found this article helpful, as we regularly update the articles in our Factsheet section
http://www.2020selection.co.uk/

Hospital Sales Representative Opportunity in Yorkshire

Springboard your career with a New Job in medical sales – Key Account Manager, Hospital Sales Representative, Yorkshire (North Yorks, York, Wakefield, Leeds, Hull, East Riding)

An opportunity to take your career forward selling to specialist customers in secondary care and also pulling this through with selected primary care customers with a relevant interest; this is a key account management role with responsibility for the sales and market share growth of a specialist product on your territory.

You would be working for an established yet evolving pharmaceutical company who are focused on developing lasting business partnerships with their customers in the NHS.

This position does require that you are ABPI qualified and have a proven track record of delivering against your targets in your career to date. If you have worked this territory and have proven your ability in key hospital accounts then this will be a distinct advantage. Importantly you will be;
- Highly motivated, enthusiastic and driven to succeed
- Have excellent business planning skills
- Be able to develop relationships and networks within your key accounts
- Want to be part of a high performing specialist team
- Be willing to go the extra mile to differentiate yourself, your product and company within the marketplace.

On offer will be an attractive basic salary, car, bonus and other benefits associated with the pharmaceutical industry. 2011 has been an exciting year in this organisation; be part of it in 2012.
The team at 20:20 Selection Ltd is here to discuss your background and suitability for this fantastic opportunity. Call us on 0845 026 2020 or you can also email administrator@2020selection.co.uk with your CV.

Job Searching and Document Checks

Are you eligible? Having your documents ready for your job search.
Embarking on a search for a new job can be daunting however like all things in life it can go more smoothly with forward planning. This short article is aimed at ensuring you have the relevant factual information at hand. This is important as recruitment agencies like 20:20 Selection Ltd and importantly employers do need to check your legal, employment and academic documentation. Hence if you have all this in order, then when it comes to you being made that perfect job offer the contract/job offer letter is likely to be with you more quickly.

The following checklist should help you with your preparation:
•Passport & Visa (if applicable) – an employer can be fined for employing individuals who are not eligible to work in the UK
•Driving Licence – you will need the paper and photo card parts. For field based positions you will need a valid UK driving licence with no more than 6 penalty points. It is important you make clear declarations about your driving history when asked as employers will check this with the DVLA.
If you have a non UK licence holder and need to convert your licence the following link will give you some guidance:
http://www.direct.gov.uk/en/Motoring/DriverLicensing/DrivingInGbOnAForeignLicence/DG_4022562
•A recent payslip. This will validated your current basic salary and your National Insurance number. If you are in receipt of other monthly benefits such as a car allowance this will also be verified on the payslip.
•ABPI certificate – if you have sat and passed the examination you will need to produce your certificate if you are offered employment with a pharmaceutical company. If you have misplaced this, the following link may help
https://extranet.abpi.org.uk/web/abpi/exams.nsf/pages/duplicate_certificate_request
•Highest education certificates (degree, nursing, A levels etc)
•For nursing roles you will need your current NMC PIN number and date of expiry. Plus you will also be asked about the date of your last CRB check however your new employer will need to undertake a fresh check.
•For sales positions you should also put together your ‘Brag File’ or portfolio of successes which should include Sales Data, other performance against KPIs, recent appraisal documents; in fact anything that you can use to sell you and differentiate you in the marketplace.

If you are not facing redundancy, timing your job search is also something to consider. For example,
•We do come across people who may be tied in to car schemes. You are advised to carefully calculate the costs involved to you in walking away from your current agreement, as not all employers offer car opt-out schemes.
•If you are going to jeopardise any bonus/incentive payments pay by leaving before a certain date.
•If you have significant holiday commitments it is important you flag these. A job offer may be subject to you attending a training course on a specific date for a fixed time, however discussing these with your Recruitment Consultant early in the process may mean this can be negotiated. Also remember that holiday entitlement will be prorated depending at what stage of the leave year you commence work.

At 20:20 Selection, we are here to help and guide our candidate along the process. Our specialist team can be contacted on 0845 026 2020 from 08:30 – 18:00 weekdays, or alternatively you may wish to visit our website http://www.2020selection.co.uk/

GP/Hospital Representative - NW England - Fantastic Opportunity, This Will Move Quickly

We are seeking an experienced Medical Sales Representative (GP/Hospital) to cover the Lancashire and Cumbria territory working for a global leader in healthcare.

This is an opportunity for you to take control of your business results; the successful person will be charged with maximising sales across this territory for a portfolio of prescription products selling to General Practitioners, Hospital Customers, other relevant HCP’s and retail pharmacies throughout the territory.

To be considered for this position you will have the following skills/abilities:
- Commercial background and a good understanding of Key Account Management
- Strong team working will be important as you will have to work effectively with your customers and NHS Liaison Managers
- Preferably educated to degree level or equivalent.
- Proven track record of sales success
- Strong commercial awareness coupled with an in depth understanding of the key stakeholders within the NHS
- Flexibility and adaptability to operate in dynamic working environment
- Be accountable for own work load/decision making and actions
- Results orientated (set personal goals)
- Impact, enthusiasm and self motivated coupled with drive and determination to succeed

In return for your skills and contacts this organisation will offer the successful person a comprehensive salary & benefits package (basic salary is commensurate with experience) plus ongoing development throughout their career. Want to know more? Call us now on 0845 026 2020 or submit your CV here. This opportunity does have the potential to move quickly.

20:20 Selection Ltdpromises to treat your application as important and will review your profile against our client’s requirements. However, if you have not heard from us within 7 days please assume that on this occasion you have not been successful. There are many more opportunities like this one advertised on our website daily......all our jobs are live
Visit http://www.2020selection.co.uk/ to learn more......it's free

Brand New Opportunity - Hospital Representative (Neurology) - Basic £40k plus - SW England - Ref 4150

Looking to make your mark in a Hospital Sales Specialist role? Seeking a job where your efforts will ultimately make a difference to patients lives? Want a new challenge? This is the role for you….

A current opportunity now exists for a Hospital Specialist Representative to cover the South West selling a product in the field of Neurology. To be considered for this position we are seeking indviduals with a proven track record of sales success within secondary care. This could be as a dedicated Hospital Representative or as an outstanding GP/Hospital Representative. Relevant therapy area experience will be an advantage, although not essential.

In addition to this prior/current experience at interview you will need demonstrate :
- Evidence of a successful sales career to date with an emphasis on the secondary care setting
- Exceptional relationship building skills
- Determination, highly developed communication skills, flexibility and integrity
- Ability to work under pressure and deliver stretching goals
- Excellent business planning and presentation skills
- An aptitude for attention to detail
- Willingness to go the ‘Extra Mile’

This is an exciting opportunity to work for a company that will allow you the autonomy to run your business as well as support you in your personal development. The successful person will be an excellent basic salary as well as a comprehensive benefits package.
Want to be considered? Call us NOW on 0845 026 2020 to discuss things further, or alternatively submit your CV here.

We have many other live vacancies.... so please have a look at our website http://www.2020selection.co.uk/

New Job Just In - Hospital Sales Specialist (NE, E Mids, Yorks)

Hospital Sales Specialist - Basic to £45k, OTE £60k++

Many more live vacancies at http://www.2020selection.co.uk/

An opportunity to develop your talents working for a leading global Healthcare Company. Our client is currently looking for a Sales Specialist to develop the business in key hospital accounts throughout the North East, Yorkshire and East Midlands. Although a large geographical area this is a focused and targeted role with an emphasis on key account management.

This organisation has built an enviable portfolio of products and services that push back the frontiers of medical care and ultimately ensuring a better quality of life for people everywhere.

This opportunity for a Sales Specialist is an integral part of a specialty sales team reporting to the National Sales & Marketing Manager. You would be fully supported by internal functions such as marketing, customer services, logistics and shared services; YOU would be the interface of the company and the customer. With a drive for increased Patient Safety, in the NHS, when administering medication, our client is an excellent position to develop partnerships in hospital trusts. This role will involve selling new as well as some established products and services.

Key responsibilities would include:
- Developing and implementing appropriate strategies for agreed customer targets with the objective of driving sales results and achieving or exceeding budgets.
- To identify key finance and clinical decision makers within Consortia, Hospitals and Units and arrange meetings to promote relevant products and services
- Gathering intelligence on customer plans and purchasing intentions and recommend responsive, timely and appropriate action.
- Maintaining a high level of knowledge of the therapy area and related products
- In conjunction with the National Sales Manager and wider commercial management team, provide informed input into/manage the tender process.
- Calling on key customers as per your business plan (Clinical/Aspectic/Purchasing Pharmacists, Procurement, Clinicians, Specialist Nurses)

To be considering for this exciting opportunity you are likely to have
- Previous hospital sales experience (2 years)
- Knowledge/Experience of NHS structure & buying processes
- Life sciences degree, nursing qualification, business degree (or equivalent experience in UK healthcare market for minimum of 2 years)
- ABPI qualification and/or willing to study if required.

In return for your expertise if successful you will be offered a competitive salary & excellent benefits package including an uncapped bonus scheme. You will also receive first rate training and ongoing development.

To discuss this role in more detail please contact us on 0845 026 2020 or alternatively please submit your details by emailing administrator@2020selection.co.uk
20:20 Selection Ltd promises to treat your application as important and will review your profile against our client’s requirements. However, if you have not heard from us within 7 days please assume that on this occasion you have not been successful.

Clinical Commissioning Groups

CLINICAL COMMISSIONING GROUPS
Please note that if you enjoy reading this blog then you can find other similarly informative articles on our website at http://www.2020selection.co.uk/

A Clinical Commissioning Group (CCG) is a group of GPs and other clinicians who have chosen to come together to commission (buy) health services for their local communities. From early 2013, Clinical Commissioning Groups will be responsible for commissioning NHS services for patients in England. All GPs will need to be part of a CCG. They will replace Primary Care Trusts (PCTs). CCGs will be responsible for commissioning hospital services (elective, acute and emergency) and most community health services (for example district nurses), and mental health services. The 151 PCTs have already been organised into 51 clusters in preparation for the change. There will be a period of dual functioning as CCGs mature and PCTs delegate more responsibility to CCGs.

The governing bodies (Boards) of the CCGs will have, in addition to GPs, a least one registered nurse and a doctor who is a secondary care specialist. Groups will have boundaries that will not normally cross those of local authorities.
Some CCGs have been given authority by central government to test new models of clinical commissioning and to lead in their development – the term ‘pathfinder’ is used to describe such groups.

Commissioning is the term used in the public sector for buying services. It is a structured way of deciding how public money should be spent. In the case of the NHS, commissioning relates to the provision of health services. Commissioning healthcare and health services is the process of examining:
the healthcare needs of the area
the way in which healthcare services are delivered
ways in which healthcare resources will offer the best overall value for money

Health services, such as GPs and community and hospital services have historically been commissioned by PCTs. This way of buying in services has meant that GPs and other clinicians, who are the best placed to advise on their patients needs, have been too far removed from the process.

The health White Paper: Equity & Excellence: Liberating the NHS was published in July 2010. The White Paper reinforces this view, and in time, much of the responsibility for commissioning health services will be given over to clinicians including GPs.

The CCGs will be overseen by the newly formed independent NHS Commissioning Board which will make sure that CCGs have the capacity and capability to commission services successfully and to meet their financial responsibilities. The NHS Commissioning Board will become fully operational from April 2012. Its senior structures should contain a range of healthcare professionals, and it will have a Medical Director and a Chief Nursing Officer on its board.
The NHS Commissioning Board will also be responsible for directly commissioning:
Pharmacy services
General Practice
Dentistry services
Specialist services (specialised services that are required by a limited number of people)
At a local level, new Health and Wellbeing Boards will be set up in local authorities to ensure that CCGs are meeting the needs of local people. The membership of these boards will include representatives from:
Clinical Commissioning Groups
Directors of public health
Children’s services
Adult Social Services
Elected councillors
Health watch (representing the views of patients, carers and local communities)

These boards will be in place in shadow form April 2012.


For further information
More information on the health White Paper: Equity & Excellence:
Liberating the NHS see the Department of Health website:
http://www.dh.gov.uk/en/Healthcare/LiberatingtheNHS/index.htm

Which Medical Sales Recruitment Agency?

Which Recruitment Agency?
Despite the global recession and credit crunch, one of the UK’s leading pharmaceutical recruitment agencies , 20:20 Selection Ltd has gone from strength to strength. How have they acheived their organic growth in these difficult times?
The team have over 50 years of combined, actual experience in the pharmaceutical and healthcare sales arenas in the UK.
Managing Director Karen Forshaw formed the company in 2002, after a successful career in medical sales (both primary and secondary care) and medical sales management (at both area and national sales manager level). She is passionate about providing an unirivaled service to both clients and candidates. The 20:20 Selection maxim of “perfect vision: not hindsight” extols the company virtues down to a tee. By carefully selecting their candidates, 20:20 Selection ensure that when one goes before a client for an interview then they have an excellent chance of actually getting hired.
Using the experience and advice from Karen’s team, 20:20 Selection will ensure that you are only ever put forward for roles which you really understand and want to do. They only send your CV to clients with your full permission. Should you get an interview, then Karen and the team will keep you fully briefed and ‘prepped’ during the entire process. They have an enviable reputation within the industry as a recruitment company that really cares about both clients and candidates. One of the prime motivating factors is that individual consultants are not bonussed on just their own performance, but on the performance of the whole company. As a result you will not find yourself being forced or coerced into going for a role just to make up the sales figures of the consultant that you are dealing with.
So if you are interested in a role in UK pharmaceutical, medical or device sales then please contact us at administrator@2020selection.co.uk or visit our website http://www.2020selection.co.uk/ to find out more about the company.
Please note that in order to reach our minimum standards you will need to be qualified to work in the UK, have a full UK driving licence with not more than 6 points and be educated to degree level or be of graduate calibre.
Good Luck in your career.

High Tech drugs dominate NHS England drug expenditure

When the NHS was launched in 1948 it had a budget of £437million (roughly £9billion at today’s value). For 2011/12 it is around £106 billion. This equates to an average rise in spending over the full 60-year period of about 4% a year once inflation has been taken into account. However, in recent years investment levels have been double that to fund a major modernisation programme.
Some 60% of the NHS budget is used to pay staff. A further 20% pays for drugs and other supplies, with the remaining 20% split between buildings, equipment and training costs on the one hand and medical equipment, catering and cleaning on the other. Nearly 80% of the total budget is distributed by local trusts in line with the particular health priorities in their areas.
The money to pay for the NHS comes directly from taxation. According to independent bodies such as the King’s Fund, this remains the “cheapest and fairest” way of funding health care when compared with other systems.

Overall, drug expenditure represents about 10% of NHS drug expenditure. Following the 2010 General Election, the coalition government agreed that all NICE approved drugs should be made readily available to all NHS England patients, irrespective of where they live, and as a direct consequence there has been a steady increase in the value of drugs issued in hospitals (secondary care). This equates closely with the fact that the newer drugs positively appraised by NICE tend to be very expensive in terms of acquisition cost (i.e. trade price to the NHS).

The overall NHS expenditure on medicines in 2009 was £12.3 billion.

The overall NHS expenditure on medicines in 2010 was £12.9 billion.

In 2009 hospital use accounted for 30.9% of the total cost, up from 28.8% in 2008.

In 2010 hospital use accounted for 31.7 per cent of the total cost, up from 30.9 percent in 2009.

In 2009, the cost of medicines rose by 4.8 per cent overall but by 7.7 per cent in hospitals

In 2010, the cost of medicines rose by 5.6% overall but by 13.2% in hospitals


In 2009, of the drugs positively appraised by NICE, the greatest overall cost was for atorvastatin but etanercept incurred the greatest cost in hospitals.


In 2010, of the drugs positively appraised by NICE, the greatest overall cost was for atorvastatin but adalimumab incurred the greatest cost in hospitals.





Table 1. Cost (£000s) of top 10 medicines issued in hospital in 2010

1. Adalimumab (Humira) 180,519.7
2. Etanercept (Enbrel) 179,631.0
3. Ranibizumab (Lucentis) 128,984.7
4. Trastuzumab (Herceptin) 105,878.0
5. Infliximab (Remicade) 103,437.6
6. Rituximab (Rituxan/MabThera) 93,672.3
7. Imatinib (Glivec) 55,262.9
8. Docetaxel (Taxotere) 52,994.3
9. Lenalidomide (Revlimid) 49,676.9
10.Oxaliplatin (Eloxatin) 44,087.5


Table 2. Cost (£000s) of top 10 medicines issued in Primary care in 2010

1. Atorvastatin (Lipitor) 305,652.7
2. Olanzapine (Zyprexa) 110,045.1
3. Quetiapine (Seroquel) 88,915.7
4. Omeprazole (generic) 84,252.0
5. Simvastatin (including combinations) mainly generic 82,134.8
6. Ezetimibe (excluding combinations) Ezetrol family 77,454.3
7. Insulin glargine (Lantus) 73,723.7
8. Pioglitazone (inc with metformin) Actos family 68,132.9
9. Buprenorphine (inc with naloxone) Subutex family 57,646.7
10.Levitiracetam (Keppra) 54,350.8





Table 3. Overall cost (£000s) of top 10 medicines issued in ALL sectors 2010

1. Atorvastatin (Lipitor) 312,871.9
2. Adalimumab (Humira) 189,302.7
3. Etanercept (Enbrel) 188,628.2
4. Ranibizumab (Lucentis) 128,987.0
5. Olanzapine (Zyprexa) 126,501.6
6. Trastuzumab (Herceptin) 105,878.0
7. Infliximab (Remicade) 103,439.7
8. Quetiapine (Seroquel) 101,992.3
9. Rituximab (Rituxan/MabThera) 93,673.4
10.Omeprazole (generic) 91,313.7





Table 4. Cost (£000s) of top 10 medicines issued in hospital in 2009

1. Etanercept (Enbrel) 158,377.8
2. Adalimumab (Humira) 150,592.6
3. Trastuzumab (Herceptin) 96,126.0
4. Ranibizumab (Lucentis) 94,694.8
5. Infliximab (Remicade) 90,387.3
6. Rituximab (Rituxan/MabThera) 79,391.7
7. Imatinib (Glivec) 54,105.2
8. Docetaxel (Taxotere) 49,711.0
9. Oxaliplatin (Eloxatin) 39,913.9
10.Paclitaxel (Taxol) 34,822.1


Table 5. Cost (£000s) of top 10 medicines issued in Primary care in 2009

1. Atorvastatin (Lipitor) 321,499.6
2. Clopidogrel (Plavix) 136,574.7
3. Olanzapine (Zyprexa) 106,073.6
4. Quetiapine (Seroquel) 78,682.9
5. Simvastatin (including combinations) mainly generic 73,470.9
6. Ezetimibe (excluding combinations) Ezetrol family 71,409.0
7. Insulin glargine (Lantus) 66,753.3
8. Simvastatin (excluding combinations) generic 66,753.3
9. Omeprazole (generic) 65,796.8
10.Rosuvastatin (Crestor) 51,662.8

Table 6. Overall cost (£000s) of top 10 medicines issued in ALL sectors 2009

1. Atorvastatin (Lipitor) 328,652.1
2. Etanercept (Enbrel) 166,450.4
3. Adalimumab (Humira) 157,022.6
4. Clopidogrel (Plavix) 149,455.2
5. Olanzapine (Zyprexa) 123,113.1
6. Trastuzumab (Herceptin) 96,126.0
7. Ranibizumab (Lucentis) 94,695.5
8. Quetiapine (Seroquel) 91,805.0
9. Infliximab (Remicade) 90,387.3
10.Rituximab (Rituxan/MabThera) 79,392.0

Interestingly, the UK patents for the following brands will/have expire(d) in the following years. Clearly this will have a major impact on future data released in 2012.
Lipitor (2012)
Plavix (2010)
Zyprexa (2011)
Seroquel (tbc)
Due to the complex nature of patent law these dates are best estimates, at the time of writing this article and can not therefore be guaranteed.


Sources:
The NHS Information Centre http://www.ic.nhs.uk/

If you find this article useful, please visit http://www.2020selection.co.uk to find more articles that you may be interested in. Please look in the ‘Candidate’ section.

Securing your next role – What NOT to do!

Landing a job is never easy, as the industry is now in a state of flux it is more competitive these days. There are fewer vacancies and more people chasing them than in more than a decade. But even now -- more than ever -- it's still on you. Despite the fact that the job market is everything but easy right now... have you ever stopped to consider that the reason you're still sitting there unemployed ... might in fact be ... you?

It's a hard concept that most job seekers have trouble wrapping their heads around, but applicants frequently -- inadvertently -- raise red flags to recruiting managers that immediately scream, "Don't employ me!" You might not be raising them on purpose, but there are ways to avoid them.

Not sure if you're unknowingly blowing your chances at securing your dream position? Here are 10 red flags to be wary of during your next job hunt:

Red flag No. 1: Your CV is lacking any specific achievements that distinguish you from other Medical Representatives
When you're crafting your CV, you should focus on highlighting relevant skills and accomplishments that are in line with the position for which you are applying. Highlighting your sales successes is key!

Red flag No. 2: You have long gaps between jobs on your CV
Even if your long departure from the work force is valid, extended lapses of unemployment might say to an employer, "Why weren't you wanted by anyone?" Anytime you have more than a three-month gap of idleness on your CV, legitimate or otherwise, be prepared to explain yourself.

Red flag No. 3: You aren't prepared for the interview
There are many ways to be unprepared for an interview: You haven't researched the company, you haven’t researched the products & therapy area, you don't have any questions prepared, etc. Plain and simple, do your homework before an interview. Explore the company online, prepare answers to Competency Based questions and have someone give you a mock interview. The more prepared you are, the more employers will take you seriously.

Red flag No. 4: You didn't provide any evidence of success
In today’s competitive market use of evidence/brag file can be the difference between progressing to the next stage and being told that there ‘where stronger people on the day.’ You need to prove how successful you have been (the more specific you can be the better) and differentiate yourself from other candidates. Do not wait to be asked for your evidence, use it as a sales aid to illustrate your answers. YOU are your product!

Red flag No. 5: You only have negative things to say about previous employment
If you feel aggrieved or down-beat about your current/prior employer, it could be very tempting to want to tell anyone who will listen how much of ‘bad time’ you have experienced-- but a recruiting manager for a coveted job is not that person. There are hundreds of ways to turn negative things about an old job into positives. Thought your last job was a dead end? Spin it by saying, "I felt I had gone as far as I could go in that position. I'm looking for something with more opportunity for advancement."

Red flag No. 6: You've held seven different jobs -- in the past six years
Job hopping is a new trend in the working world. Workers are no longer staying in a job for 10-20 years; they stay for a couple and move on to the next one. While such a tactic can further your career, switching jobs too often will raise a prospective employer's antenna. Too many jobs in too little time tells employers that either you can't hold a job or you have no loyalty. Be prepared to explain your reasoning/rationale

Red flag No. 7: You give inconsistent answers in your interview
One tactic recruiting manager’s use during the recruitment process is to ask you the same question in several different ways. This is mostly to ensure that you're genuine with your answers and not just telling an employer what he or she wants to hear. Keep your responses sincere throughout the entire process and you should be good to go.

Red flag No. 8: You lack flexibility
Most people know what they want in a job as far as benefits, basic salary, bonus, etc. If you're unable to be flexible with some of your (unrealistic?) expectations, however, you're going to have a difficult time finding a job. Have a bottom line in terms of what you want before you start the job hunting process and be willing to bend a bit if necessary.

Red flag No. 9: Your application was -- in a word – lazy
Only doing the bare minimum of what's asked of you won't get very far -- in life or in your job search. Applying to jobs with the same CV and the same cover letter (or none at all) is pure laziness. And, if you won't spend extra time on yourself and your application materials, you probably won't do it for a client either.

Red flag No. 10: You lack objective or ambition
If you have no long-term goals, then you really have no short-term goals either. Long-term goals may change, however you need to have some concept of where you want to go. Know where you want to go and how you plan to get there. Otherwise you seem unfocused and unmotivated, which are two big no-no's for an applicant.

We are specialists in Medical & Pharmaceutical Recruitment, to secure your next role in this sector call us at 20:20 Selection Ltd on 0845 026 2020 and speak to one of our consultants or visit www.2020selection.co.uk to view our current Medical Sales vacancies

(Adapted from CareerBuilder)

KEY ACCOUNT MANAGER ROLES - CATCHING A KAM

Many articles have been written about the best way to engage with our customers in the NHS. How best to partner with this new breed, made up of payers, commissioners, and medicines management gurus. How best to tap into their agenda. In fact, many careers have been built on telling us just how to sell to our customers, and an awful lot of consultancy fees have been paid to experts so that we can all be scared to death about this ‘new’ customer group who we are told work hidden away, been firmly shut doors in an increasingly complex and confusing NHS maze.

In my simple world view, yes, of course we do need to speak the same language as our customers, but we also need to ensure that we are getting the balance right, to ensure that our customer partnerships are mutually beneficial. We need to be truly customer focused, but we also need to achieve the win:win equilibrium, to avoid promising the world in value added services for very little commercial return.

Over the last few years, Key Account Management has been the new pharma industry term that seems to be bandied about on a daily basis. It is used often and widely and it seems to mean different things to different people in different companies. Every hiring manager seems to be looking for the elusive KAM. Does it mean a hospital representative? Does it mean an NHS Liaison Manager? Is it a bit of both? Or is it just a very good salesperson with the right attitude, the right skills and the common sense to convince key influential customers to sit round a table, to weigh up the pros and cons, and to agree on decisions that will help them to achieve their desired outcomes, but that will also grow product sales for their company?

In many ways, Key Account Management is a philosophy; a way of thinking, rather than some magical process. Account plans and systems can of course help to keep business on track, but they cannot be the golden ticket on their own. People still, and always will, buy from people. Outstanding KAM’s need to be outstandingly talented sales people. In the ‘good old’ days, when sales people were autonomous, and they had full accountability for their results, the successful ones managed their own business and they managed it well. Naturally, they identified and involved all key stakeholders, naturally they engaged with clinicians, and non clinicians alike, and naturally they engaged the people who ultimately held the purse strings. They were unblocking the clinical and funding barriers that KAM’s and Market Access Manager’s do today, whilst always remembering to sell.
This breed are driven, competitive, innovative, competitive, hardworking, flexible responders to change and above all, as superb net workers and communicators, they can be relied upon to consistently achieve results.

At 20:20 Selection Limited, we know that recruitment agencies are mainly fishing from the same pond. The skill we use to catch the KAM’s is to recognise the specific species, and to know which bait to use.

20:20 Selection in 'On Target' Publication

Realising the 20:20 vision

Healthcare recruitment consultancy 20:20 Selection Ltd is expanding with new premises and two new staff members.

Managing Director Karen Forshaw commented: “We have always considered it essential that the working environment should add value to our core function of recruiting for the pharmaceutical and medical industry. In our new location we are better prepared to address the challenges ahead.”

Managing Director Karen Forshaw commented: “We have always considered it essential that the working environment should add value to our core function of recruiting for the pharmaceutical and medical industry. In our new location we are better prepared to address the challenges ahead.”

New Recruitment Consultant Sarah Taylor has worked in the Sales and Marketing department of a private hospital, and has recruitment experience from earlier roles. She said: “20:20 Selection Ltd is a leading player in a fast-paced industry, with a unique team ethos focused on delighting the customer. It was these key features that attracted me to the company and I am delighted to be part of its success story.”

Sarah Byrom joins as Recruitment Administrator, having previously been a Recruitment Assistant for a computer game company. “Working in recruitment requires efficient and effective administration support,” she said. “I understand the importance of a slick programme which ultimately benefits our most important asset, the customer.”

Source: On Target

http://www.ontargetmag.com/article.aspx?issueID=140&articleID=1065

New Service at 2020 Selection Ltd

2009 sees the introduction of WebCam technology at 20:20 Selection Ltd making interviewing and coaching more convenient for you!

Our new building offers many sophisticated facilities such as a state of the art Conference and Meeting room complete with an interaction video link from which clients can communicate and maximise their busy working schedules.

We feel the benefits of video link is endless, it offers clients in the field, the opportunity to attend important board meetings in real time, and allows prospective candidates the opportunity of having direct dialogue with our consultants when they are unable to travel to our offices for interview.

Contact us on 0845 026 2020 to learn more about how we coach our candidates and the latest vacancies in the medical industry.