Why NOW is the time to be securing that paid pilot with the NHS. Short read.

If you're building tech for the NHS, and at that early stage of looking to secure paid pilots (don't do unpaid ones) with the system then I hope that you're aware of the NHS financial year structure and the annual patterns, because if you're not then you're probably pitching at entirely wrong time, or missing the absolute right time.

Now is the right time to be progressing the relationships and discussions you've been cultivating and trying to get that dangling pilot nailed down.

If you don't have the relationships and you're now looking at outreach, well sorry but you're behind schedule and will need to get a shufty on, because there is a month's window between mid-February and mid-March where the wildcards and the cheeky deals are quietly struck. I cover the annual calendar in this article I wrote late last year so I won't repeat it.

The stars are a alignin'

February to March is a super busy time for planning in the NHS, because a couple of things happen in advance of the end of the coming NHS financial year:

1. The last of the key guidance and frameworks will be coming out around this time from 'up top'. They will have had the Operational Guidance just before Christmas, but this is when the money stuff starts to become clear (tariffs, pay etc.) and people can start thinking about what they have to deal and work with next year. Whilst this doesn't materially affect you*, they will naturally be considering must do projects and focus areas first vs how many human beings they have to run projects vs how they should align budgets next year. Naturally they want this clarity before making other commitments. * If you have a developed and proven product that genuinely aligns with target and must do areas then this could materially affect you but selling in for next year.
2. Organisations will now be considering how they can use up their existing in year funding to drive some bonus benefits and invest in next year. This could go either way - for commissioners - local ICS planning may have already created a huge shopping list they're looking at, but for others unfilled positions and turnover, might be leaving some last minute pots to play with. I can't remember the last March where I wasn't accommodating some under-spend. HOWEVER - known they often won't be overt with it as it's creative accounting - and they have a special voice for the underspend discussion - like when spies talk in parks.
3. Their boards and various groups will likely be considering business cases and proposals, due to the above cycle, and so decisions are being made.
4. Depending on when Easter is landing they probably have a break scheduled to use up their annual leave ??????, it's less depressingly dark in the mornings, the winter pressures are starting to lighten, and general demeanour is higher and chaos is lower. That said it is the contemporary NHS so they'll still be slammed, just more like DEFCON 3 than DEFCON 2.

* (from point 1)

In other words many of the key elements that you'd like to be in place - money, quick decisions, clarity etc. are there, and there may not be a better time.

It's game time - so get your lucky undies on

So again, it might be too late for scatter-gunning out pitches, and that's generally not a great idea anyway, but if you have loose ends that might be ripe for the tying then get tying.

Some quick suggestions:

Don't do this - "Hey payer, I hear you got all that underspend cash sloshing around - can I have some for my Healthtech product?". Not even going to explain why.

p.s. never refer to people in the NHS as payers - ever. Unless your objective is pissing them off. It's bad pharma language that doesn't do them any favours either.

Do this - Drop an email NOT MENTIONING THE SLOSHY CASH, and say that you know they'll be securing up end year arrangements and projects for next year, and would it be worth checking in for a chat. Then after talking through, mention in passing (the spy in the park voice) that if it's easier / useful for them, then you'd be comfortable to accommodate any end of year funding, and to position it in whatever would be useful.

[NOTE - full disclosure I got the tender amounts so below is now updated]

Also, bear in mind tendering amounts (which were previously ￡10k-￡25k before the NHS shakeup, but is now ￡115k + VAT. However, the higher the amount the more likely that processes and local policies on what they publish or have other processes for.

Good luck.

p.s. quick ask - if you genuinely found this article helpful or interesting then please do like, comment and reshare - it really helps me with my mission. I put a lot of time and energy into creating the best content for my tribe that I can, instead of going for the other cheap tricks on LinkedIn. Sharing with your network gets me out of the lonely tree and helps me grow my tribe. Thanks in advance. Liam

p.p.s. Now over to me talking about me in third person ??

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Liam Cahill is a trusted adviser to frontline providers and national bodies on all things digital, and has mentored and advised some of the best known names in Healthtech, and they've usually said some nice things about his work. He regularly posts content, ideas and advice on LinkedIn. Check out his other numerous articles and videos?here, and LinkedIn newsletter?here.

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