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How GP practices can achieve growth with realistic business goals

By: Iain Murray | Post date: 20/12/2017 | Time to read article: 1 mins

The information within this article was correct at the time of publishing. Last updated 14/11/2018

Can you explain how you developed commercial growth strategies and how you set attainable objectives?

Iain Murray, Managing Director of Allus Associates, explains why setting realistic development goals are key to sustainable growth.


Achieving sustainable growth and setting realistic objectives for GP organisations currently is quite a challenge given the period of change we find ourselves in within the NHS and the high levels of uncertainty that exist. What we’ve typically found is that GP organisations probably set unrealistic goals for how quickly they’re going to grow their income but also the types of services and activities that potentially they could get involved in. What’s really key is that a balance is struck between bringing new income in but also operating in a cost-effective and efficient manner. The two aren’t mutually exclusive, one needs to strike a balance between the two to maximise the potential profit for the organisation that can then be reinvested into developing new services and also getting to grips with the challenge we face within primary care currently. The single key piece of advice I would have for my colleagues is to be realistic when setting goals and aspirations and objectives for the organisation in terms of business development, understand what is happening in the commissioning landscape and understand what is happening in the provider landscape. A broad and deep knowledge of both will inform your own plans and ensure that those goals that you do set reflect what is happening around you. 

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Iain Murray Medical Protection Expert

Iain Murray

Iain Murray is the managing director at Heartbeat Alliance, a large GP federation in North Yorkshire. He’s also director at Allus Associates, another Yorkshire based organisation, this time committed to supporting the development and sustainability of primary care.

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