With a high incidence of HAPUs and a shortage of nurses, the Senior TVN had identified that replacing all the current static mattresses (which were nearing the end of their life) with hybrid dynamic mattresses would deliver both operational and clinical benefits. However, the Trust had insufficient capital to fund such a replacement programme. The Trust asked us to renegotiate the current contract for mattresses with their current supplier – a contract that was set to run for some time.
Approach
Fully understand the Trust’s financial, contractual and clinical position.
Meetings with key stakeholders to get a clear view of the issues involved.
Agreed a technical strategy for the idea configuration of its mattress stocks.
Identifying deficiencies in the current supplier’s performance against contract.
Modelling a plan to replace the current mattress stock – at no additional cost.
Developing, and agreeing a negotiation strategy with the incumbent supplier.
Gaining agreement (over six months) to each of our demands.
Drafting a revised contract with the incumbent that delivered financial ‘headroom’.
Compliant procurement of replacement mattresses with the money saved on the incumbent’s contract.
Negotiated a tailored maintenance contract for both pumps and mattresses to reflect the Trust’s requirements.
Developed a full business case on the Trust’s behalf which won approval.
Working with supplier and Trust throughout to deliver the arrangement
