As originally asked by Scott Pells.

Scott Pells
Head of Practice at Carter Schwartz
Only 16% of all sales delivered through NHS supply chain in 2010 were from SMEs. This figure rose to 29%* in 2012, so are there really any barriers to entry for small or international companies anymore?

With many legislative constraints and often onerous tender processes involved in selling to the NHS, how are companies competing? Do you sell directly in the UK, utilise key opinion leaders to champion your product or use a distributor?

Are small and international medical device suppliers finally breaking the stranglehold of traditional multinationals or are you still finding it as hard as ever to engage and sell to the NHS?

Source: *NHS Supply Chain Medical Supplier Board Report, December 2011 & February 2013.