Are charities maximising the value of their pharma partnerships?

At our latest Health First Circle members’ forum, a candid and insightful discussion unfolded among fundraising leaders from leading UK health charities. The big question on the table? Whether charities are truly making the most of their partnerships with pharmaceutical companies.

Pharma-charity collaborations have evolved beyond the days of single-issue campaigns or narrow funding asks. Today, there’s space - and appetite - for something deeper: partnerships that can drive innovation, amplify patient impact, and unlock commercial and strategic value for both sides. But are we grasping that full potential?

Starting with an insightful talk from a health industry leader experienced in positive cross-sector partnerships, our forum dug into the realities. The group explored where the true opportunities lie, what might be getting in the way, and how we can collectively move from transactional engagements to high-impact collaborations. The conversation was energising, generous, and refreshingly honest - touching on the ‘lost in translation’ moments between sectors, the need for bolder internal thinking, and the untapped strategic windows charities might be missing altogether.

Without giving too much away, here are just a few themes that sparked energy in the room:

• Timing is everything. Some of the most strategic moments to engage Pharma are being overlooked 

• Shared language matters. Misalignment in priorities - from income generation vs. ABPI compliance - can create friction early on. But with the right groundwork, this can be overcome.

• There’s power in stepping outside of remits. Growth opportunities often lie beyond the comfort zone. Charities willing to think more commercially - or just more laterally - can unlock bolder partnerships.

• Small steps can spark big change. Innovation doesn’t always require major investment or time. Sometimes it starts with a 10-minute idea that just needs space to grow.

There was also rich conversation around where partnerships tend to stall, how to build trust faster, and the role of trusted agencies in helping both parties find common ground.

Interested in joining our next Health First Circle forum? Email helen.hamilton@11-london.com.