inside this issue this month’s features editor’s note “ Healthcare professionals need fresh ideas and creative insights to ad dress the complex problems they face. They need solutions to problems, not product features. ” Tony Hughes, CEO of Huthwaite International Selling Success for the Healthcare Industry – Measurably Two leading companies in their field have worked together to show that better skills create better sales, and have produced conclusive numbers to prove it. Page 08 04 News 08 Selling Success for the Healthcare Industry – Measurably 12 3 Ways That Technology Can Future-Proof The Pharma Sales Force Today 16 Philips and Massachusetts Institute of Technology Team up to Make Managing Brain Injuries Less of a Headache for Doctors and Patients 18 Healthcare recruiters: Are you audit-prepared? 22 Good Laboratory Standards Developed for Dealing with Infectious Diseases 24 Third Quarter Results Show NHS in Need of Funding Certainty 26 Genzyme Introduces “vs.MS” 28 Investigating Wireless Monitoring and Data Recording Technology in Pathology 32 Trends in Healthcare Investments and Exits – a UK Outlook 36 Glossa - Our Company in 60 Seconds Global Health & Pharma, 39A Birmingham Road, Blakedown, Worcestershire, DY10 3JW Tel: +44 (0) 1234 567 890 | Email: [email protected] | Web: www.ghp-magazine.com Welcome to the October issue of ghp Magazine. This month, Tony Hughes, CEO of Huth- waite International, explains Urgo Medi- cal’s revolutionary new sales in healthcare technique. Richard McCann meets Queen Alexandra Hospi- tal’s Colin Walker and explores how their wireless monitoring and data recording technology is changing the way their pathology department works for the better. We put the spotlight on the UK health service, showcasing a number of new schemes from Public Health England, Monitor and the NHS. Elsewhere, recruiters are put under the spotlight as we explore what it means to be audit ready and if firms are doing enough and trends in the global healthcare market are outlined by Nooman Haque, Director of Healthcare & Life Sciences for the Silicon Valley Bank UK Branch. Finally, managing the care of serious brain injuries can be a difficult task, but as we show you, a new partnership between Philips and the Massachusetts Institute of Technology could be about to change that. We are always happy to hear your feedback, please feel free to get in touch with the editor, Hannah Stevenson: hannah.stevenson@ai- globalmedia.com We hope you enjoy this issue.