Your MedTech product works, but NHS procurement keeps it off the list

Fragmented trust requirements, opaque frameworks, and resource-heavy tender processes mean genuinely effective solutions routinely fail to reach patients. Many MedTech companies have already walked away from NHS tenders they could not afford to navigate.

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Develop a targeted market access strategy that maps key NHS stakeholders and procurement pathways. Invest in specialist bid writing support and build relationships with NHS innovation hubs to understand specific needs and demonstrate value in line with NHS priorities.

This problem is Solvable.

The NHS procurement landscape is complex and fragmented, with multiple entry points and varying requirements across trusts. MedTech SMEs often lack the dedicated resources and expertise to successfully tender for contracts and meet the stringent criteria for approved supplier status, leading to significant delays or outright exclusion.

The NHS procurement landscape is highly fragmented, with varying requirements across different trusts and Integrated Care Boards (ICBs), leading to a lack of standardization.
This fragmentation, coupled with a historical emphasis on upfront cost rather than long-term value, creates significant barriers for innovative MedTech solutions.
Furthermore, a risk-averse culture within some NHS bodies can hinder the adoption of new technologies, even when they offer clear clinical and operational benefits.

Over a third of MedTech companies have chosen not to bid on specific NHS tenders due to unworkable requirements (ABHI, 2023)

Delayed adoption of efficiency-enhancing technologies, leading to continued manual processes and staff burden.
Inconsistent availability of advanced medical devices across NHS trusts, impacting service delivery.
NHS misses out on long-term cost savings from innovative MedTech solutions, potentially leading to higher overall healthcare expenditure.
MedTech SMEs experience significant revenue loss and reduced investment in UK-specific R&D due to market access barriers.
Delayed patient access to innovative diagnostic tools and treatments, potentially impacting health outcomes.
Variations in care quality and availability of advanced medical interventions across different NHS regions.
NHS perceived as slow to adopt innovation, impacting its attractiveness as a partner for global MedTech companies.
Negative perception among MedTech innovators, potentially leading to a brain drain of talent and investment from the UK.

What it looks like in practice

Innovative MedTech solutions remain stuck in pilot phases without widespread adoption across the NHS.
SMEs spend disproportionate resources on tender applications with low success rates.
NHS patients miss out on access to potentially life-changing or efficiency-enhancing technologies.
MedTech companies prioritize other international markets with clearer and faster market access pathways.

Paul Robinson

14 years in UK private healthcare

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