Your NHS price has become the ceiling in every private hospital negotiation

When private procurement teams can see what the NHS pays, they use it as leverage. Without a defensible dual-pricing strategy, you are effectively negotiating against yourself on every contract.

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Develop a separate private sector pricing strategy with distinct value propositions. Avoid publishing NHS pricing publicly. Train your commercial team to position private hospital contracts on speed, service, and clinical outcomes rather than price parity with NHS. Negotiate private contracts independently.

This problem is Solvable.

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I'll search for your NHS prices the way a private hospital buyer would and show you what they can see

What I need from you

Company name
Device or product name
Website

What you get

Where your NHS prices are publicly visible
How exposed your private negotiations are
Three ways to separate your private offer

Within 2 working days

No sign-in, no sales call. I read every request myself and reply on WhatsApp.

MedTech companies that publish or allow NHS pricing to become visible often find private hospital procurement teams using NHS tariff-based pricing as a benchmark. The private sector should command a premium - faster decision-making, no NICE hurdles, higher margins - but this requires a deliberate dual-pricing strategy and clear commercial separation.

The primary root cause is the lack of a distinct commercial strategy for the UK private healthcare market, often driven by a historical over-reliance on NHS procurement processes.
This leads to a default position where NHS pricing, which is typically lower due to volume-based agreements and public sector cost-containment mandates, becomes the de facto benchmark for private hospital negotiations.
Behaviourally, sales teams may lack the training and confidence to articulate the unique value proposition and premium pricing justification for private providers, while systemically, internal reporting and incentive structures may not adequately differentiate between NHS and private sector performance.

No verified UK data available for the specific claim. However, MedTech companies failing to implement a dual-pricing strategy for private hospitals risk significant revenue loss by benchmarking against lower NHS prices (Pricing Solutions, 2024).

Increased administrative burden managing disparate pricing structures
Inefficient resource allocation between NHS and private sales teams
Reduced profit margins on private sales
Loss of market share to competitors with differentiated pricing
Perception of MedTech company as 'NHS-centric' limiting private sector appeal
Erosion of brand value in the premium private healthcare market

What it looks like in practice

Private hospital procurement teams explicitly referencing NHS prices during negotiations
MedTech sales teams struggling to justify higher prices in the private sector
Contracts with private hospitals reflecting minimal uplift over NHS tariffs
Loss of private market share to competitors with more aggressive private pricing strategies

Paul Robinson

14 years in UK private healthcare

I solve this one for healthcare companies

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Do it yourself: step by step

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I'll search for your NHS prices the way a private hospital buyer would and show you what they can see

What I need from you

What you get

Why this keeps happening

What it leads to

Evidence

Want a hand? I'll look at your situation and tell you the three things I'd tackle first.

You're not the only one with this problem.