For UK HealthTech companies
Most healthtech companies are months into NHS procurement before they realise how it actually works
Timelines, stakeholders, and evidence thresholds vary by trust, ICB, and product type in ways nobody warns you about. Some suppliers have already pulled products because the numbers stopped working.
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- HealthTech companies spending significant resources on tenders they are ill-equipped to win due to a lack of understanding of specific NHS needs.
- Innovative products failing to gain traction despite clear clinical benefits, due to difficulties navigating complex procurement frameworks.
- Protracted sales cycles exceeding 18 months, leading to cash flow issues and delayed patient access to new technologies.
- Frustration and disengagement from both HealthTech suppliers and NHS staff due to perceived bureaucratic hurdles and a lack of transparency.
- Delayed adoption of innovative HealthTech solutions
- Inefficient resource allocation within HealthTech companies for market access
- Increased operational costs for NHS due to inefficient manual processes
- Lost revenue opportunities for HealthTech companies due to prolonged sales cycles
- Delayed patient access to clinically beneficial technologies
- Suboptimal patient outcomes due to reliance on outdated solutions
- Damage to the UK's reputation as a hub for HealthTech innovation
- Erosion of trust between HealthTech industry and the NHS
No verified UK data available
Source: No verified UK data available
Frequently asked questions
Why does this problem persist?
NHS procurement is genuinely complex and varies significantly by trust, ICB, and product type. Most healthtech companies underestimate the timeline, the number of stakeholders, and the evidence requirements. The result is a sales cycle that stretches to 18 months or more.
What is the cost of leaving it unaddressed?
22% of HealthTech suppliers have removed products from sale because the price the NHS was prepared to pay was below cost (ABHI, 2024)
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.