Your pilot worked. The next trust still will not commit.
NHS buyers need structured evidence, clinical outcomes, cost savings, and a credible business case, not internal metrics. Without that translation, a proven pilot can stall for a year or more and defer a substantial sum in contract value.
- steps
- 6
- steps
- to start
- 1 to 2 meetings
- to start
The short answer
Buyers do not buy pilot metrics, they buy a change in something they already measure and pay for. Rewrite each pilot as a before and after on the buyer's own numbers (time, cost, capacity, patient outcomes, risk), with the method stated plainly and a customer quote. Then turn it into a two-page case study and a simple value calculator.
6 steps
Do it yourself: step by step
0 of 6 done
Ask the pilot customer which three numbers their board or management team reviews that your product affects, for example theatre utilisation, admin hours, DNA rate, length of stay or report turnaround time.
- Time
- 1 to 2 meetings
- Typical cost
- Free
- Who does it
- Commercial lead
Done when: Three agreed outcome measures, in the buyer's words.
This problem is Solvable.
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Pilot to case study template
Free to copy, adapt and use. No sign-up.
[Customer name]: [result in one line, for example 22% fewer admin hours per clinic list]
At a glance
- Organisation: [type, size, specialty]
- Product used: [ ]
- Pilot period: [start] to [end], [number] patients or episodes
- Main result: [measure] moved from [baseline] to [result]
The situation [Two or three sentences in the customer's language about the problem and why it mattered to them, for example capacity, cost, patient experience or CQC findings.]
What changed [What was implemented, who used it, how long it took, what training was needed.]
Results
| Measure | Before | After | Change |
|---|---|---|---|
| [Measure 1] | [ ] | [ ] | [ ] |
| [Measure 2] | [ ] | [ ] | [ ] |
| [Measure 3] | [ ] | [ ] | [ ] |
What this is worth [Time saved] hours a month at £[ ] an hour = £[ ] a year, or [ ] extra appointments at £[ ] each.
How we measured it Baseline from [source], [period]. Results from [source], [period]. Limitations: [for example small sample, seasonal effects, single site].
In their words "[Quote]" [Name, role, organisation]
What it took [Implementation time, IT involvement, IG approvals, staff training.]
Approved by [customer contact] on [date].
Avoid these
Common mistakes
- Reporting usage and engagement as if they were outcomes.
- Using your own baseline instead of the customer's data.
- Hiding the method, so clinicians assume the result is overstated.
- Asking for case study approval after the pilot ends and the champion has moved on.
- Quoting savings without showing the assumptions.
Free personal check
Done by Paul Robinson, not software
I'll read your pilot report and show you how to turn it into a case study buyers will act on
What I need from you
- Your pilot report or results summary
- What the buyer measures and pays for
What you get
- What's missing for a buyer-ready before and after
- How to show outcomes as money and capacity
- The three changes that matter most
Within 2 working days
No sign-in, no sales call. I read every request myself and reply on WhatsApp.
Free tools
Check where you stand
Benchmarks
A two-page case study usually takes 3 to 6 weeks, most of it customer approval
Based on typical communications sign-off in UK providers
Solvable estimate
NICE Evidence Standards Framework for digital health technologies sets out the evidence buyers and evaluators expect by technology tier
Use to check whether your pilot evidence is the right type
Source: NICE ECD7
Paul Robinson
14 years in UK private healthcare
I solve this one for healthcare companies
Want a hand? I'll look at your situation and tell you the three things I'd tackle first.
A few quick questions, about two minutes. I read every one myself and usually reply the same day.
No sales call unless you ask for one. Just a straight answer from me.
I reply personally, usually the same day.
Questions
Frequently asked questions
Do private providers need the same evidence as the NHS?
Usually less formal but no less specific. They want proof it improves revenue, capacity, patient experience or compliance in a setting like theirs.
Is a single-site pilot enough?
It is enough to start selling to similar sites. Be clear about its limits and aim for a second site quickly.
What if the results were mixed?
Publish what worked and why, and what you changed. Specific honesty sells better than vague success.
Should we get an independent evaluation?
Yes if you plan to sell at scale or to the NHS. For early private sector deals a clearly explained in-house analysis checked by a clinical adviser is often enough.
What if the customer will not be named?
Use an anonymised case study with organisation type and size, and offer reference calls under NDA.
Last reviewed:
Sources
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