Selling into the NHS: the proven framework for success
Selling into the NHS doesn’t follow the standard rules of private-sector sales, yet many organisations still follow the same playbook.
Procurement cycles are different, buying decisions involve multiple stakeholders, and that doesn’t include the compliance requirements. Misunderstanding these realities is one of the biggest reasons NHS deals stall or fail.
In this session, Dan Taylor will walk through his proven framework for successfully selling into the NHS, based on real-world experience of how NHS organisations buy. The session will then go on to cover what compliance frameworks you will need to work with the NHS and what’s involved in getting them. Attendees will leave with a clearer understanding of how to sell into the NHS, what readiness really looks like, and how to avoid the most common pitfalls as well as having a clear understanding of what compliance frameworks are needed.
Speakers
Dan is a healthcare technology leader with over 20 years’ experience working alongside NHS organisations and healthtech providers. He supports founders, management teams, and investors to scale healthcare technology businesses that deliver real-world impact for patients and frontline staff. Dan currently advises private equity funds and family offices on strategy, M&A, and value creation. Previously, he held senior commercial and leadership roles at Allocate Software and Datix/RLDatix, whose products and services are used by over 75% of NHS organisations.
Chris Clinton is the co-founder of Naq, where he works closely with digital health companies to navigate healthcare compliance and assurance. He supports organisations working with the NHS on frameworks including DSPT, DTAC, and clinical safety standards, as well as international certifications such as ISO 27001 and GDPR. With a background in engineering and cyber security, Chris brings a pragmatic, delivery-focused perspective on how getting compliance right can reduce risk, unlock growth, and accelerate market access for health-tech companies.
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