For UK HealthTech companies
NHS procurement is costing you deals before you even reach the table
Fragmented processes across trusts and ICBs mean every contract is a different maze. Extended sales cycles and stalled negotiations can cost healthtech companies a substantial sum each year in lost opportunity alone.
Two minutes. Solva follows up with specific contract navigation options.
- Healthtech companies stuck in 'pilot purgatory' with no clear path to paid contracts
- Sales teams spending months on engagement without advancing beyond initial discussions
- Significant legal and commercial resources expended on tender processes with low success rates
- Investor reluctance due to perceived high risk and long time-to-revenue in the NHS
- Inefficient resource allocation within healthtech companies
- Stalled product development and innovation cycles
- Loss of potential revenue from delayed market entry
- Increased burn rate due to prolonged sales cycles (£50,000-£200,000 per year)
- Delayed patient access to innovative solutions
- Suboptimal patient outcomes due to lack of advanced technology
- Perception of healthtech company as unable to navigate UK market
- Difficulty attracting future investment and talent
The average sales cycle for healthtech solutions in the NHS can exceed 18 months (Healthcare.digital, 2025)
Frequently asked questions
Why does this problem persist?
The fragmented nature of the NHS, with varying procurement processes across trusts and ICBs, makes it difficult for healthtech companies to navigate. Long sales cycles, regulatory requirements, and a risk-averse culture further complicate contract negotiations and adoption.
What is the cost of leaving it unaddressed?
Extended sales cycles and failed negotiations result in significant operational costs and delayed market entry, costing companies an estimated £50,000-£200,000 per year in lost opportunity and resources (Standard Ledger, 2026)
This is exactly what I do with UK private practices. Answer the few questions above and I'll come back personally with where to start. Paul.