The controversial Health and Social Care Bill is currently in the House of Lords where a long list of amendments is being voted upon as we write. But putting politics to one side, is now the time for you to hunt down valuable NHS contracts or would it be best to focus efforts elsewhere?

Many organisations are reluctant to engage with the NHS at the moment, as they wait for the dust to settle. But whether the healthcare market is your main market or not, the reality is that the NHS is still very much open for business. 

The NHS is facing the same economic challenges as the rest of us, but patient care can and will not stop for reform or recession. With both these major factors expected to continue for the next couple of years - can you afford to wait that long?

Five reasons to act, five actions to take

1. Demand for NHS services is on the increase. An ageing population as well as other factors mean that the NHS needs to do more to meet this demand. 
   Action: Be reassured and read on.

2. The NHS has £20bn to save by 2015. As it spends 73% of its budget on supplies and services, the best way it can achieve these savings is via its suppliers.
   Action: Review and reposition your products and services now to provide and demonstrate best possible value and innovation. Use QIPP as your framework.

3. The longer term view within the NHS is that innovation can deliver significant savings where sometimes simple price cuts may not. 
   Action: Identify and include the right decision maker(s) in your sales process - the one who has the vision and authority to invest in that long term view.

4. Foundation Trusts are largely unaffected by the reform because of their structure and level of financial independence. In addition they are happy, and able, to buy direct from suppliers rather than through national framework agreements such as NHS Supply Chain. 
   Action: Identify best targets through research and pilot a direct marketing and sales campaign.

5. Existing contracts will come to an end, some earlier than planned, as old organisations disband and new ones are created. New and sometimes unexpected opportunities will become available for suppliers and service providers during this period of reform.
   Action: Keep in close and regular contact with key opinion leaders in your area of the NHS to unearth opportunities as they occur. Develop your networking strategy to support this.