Does the NHS deal with SMEs?  How would you go about reaching the key decision makers within each Trust?  How does the overarching hierarchy work?  

These were some of the many questions buzzing around my head before attending last night's BEN event entitled:  Selling to the NHS.  With the Chief Exec of North Bristol NHS Trust heading up the panel of speakers, this was an opportunity too good to pass up.

Joining Sonia Mills were three entrepreneurial clinicians, who spoke about their personal experiences in selling their own products to the NHS, along with Maria Hassard, who currently heads up NHS Innovations South West.

The key points discussed were relevant to cracking any market:  do your research,  be aware of all vested interests and - above all - sell the solution to their problems instead of emphasising potentially irrelevant features of the product.

What was interesting to hear about was the change in NHS culture and practises.  Innovation and data protection are current buzz words used in an organisation historically known for its backward approach to technology and change.  The regional innovation hubs have appeared as a result of this, while more open relationships are being sought with private industry. 

Although the amount of red tape has not abated, nor the lines of communication become any easier to charter, the health service seems to be sending out a welcome message to SMEs.  Whether this invitation will stretch to independent web developers was a question I came away with last night.  That, and some chocolate cake from the buffet!