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There has to be trade mags for the industry, contact them. They will most likely be desperate for stories/content so you should be able to entice them to do an

There has to be trade mags for the industry, contact them. They will most likely be desperate for stories/content so you should be able to entice them to do an article on your site. I'd seek some sort of accreditation from a UK authority. That would give you credibility within the UK/European profession. This will help with the next point. To get anywhere in the UK you are going to have to interface with the NHS. This could take a long time but could be lucrative. They will need to see some evidence that your system provides a benefit to the end patient (less time to recovery, less readmission to hospital etc). This will be expensive. You should seek to set up a pilot with them where you provide the service for free for x months and they gather statistics (via an independent third party). Bupa like to add value added services for their clients so you should approach them about possible tie in's. Since bupa essentially use the same therapists as the NHS you will be reaching the same customers but stand more chance of becoming the defacto provider of this service. I don't know much about the industry you are in but my first impressions are that there are going to be a few BIG players (industry, government, professional bodies) that you need to get on board to make any headway. Good luck.

rlpb 16y ago
> To get anywhere in the UK you are going to have to interface with the NHS. I would focus on private first. Completely independent is even better - do independent physiotherapists and practices exist? Leave BUPA and the NHS for later. Reasons: 1) The product is a quality one, not a value one. The focus of the people who buy for the NHS is to save money (their incentive to provide better care mainly ends up in high visibility areas such as trauma). I don't mean to sound negative. I think the NHS is great for what it does for us, but that's how it is. On the other hand, the sole purpose of private practices is to provide a better service than the NHS. 2) Once you have one private practice using your system, other private practices will look bad if they continue using just printed instructions, giving them a direct incentive to buy. This is helped because... 3) Patients talk to each other, especially so here because presumably there is a correlation between the subset of patients who go private and those with a particular socio-economic status. Patients will hear about the better product from friends and expect the same from their own therapists. 4) Validation from a smaller segment is incredibly valuable in moving up. A proven track record with independents will help convince BUPA (imagine trying without this). A proven track record with BUPA will help convince the NHS (and presumably the NHS won't accept it unless it directly reduces their costs or the expected quality of care rises such that your product is required). Also, get this book: http://www.amazon.co.uk/Crossing-Chasm-Marketing-Technology-Mainstream/dp/1841120634/ref=pd_sim_b_3 http://www.amazon.co.uk/Crossing-Chasm-Marketing-Technology-... Edit: fixed typos.

rlpb 16y ago

> To get anywhere in the UK you are going to have to interface with the NHS. I would focus on private first. Completely independent is even better - do independent physiotherapists and practices exist? Leave BUPA and the NHS for later. Reasons: 1) The product is a quality one, not a value one. The focus of the people who buy for the NHS is to save money (their incentive to provide better care mainly ends up in high visibility areas such as trauma). I don't mean to sound negative. I think the NHS is great for what it does for us, but that's how it is. On the other hand, the sole purpose of private practices is to provide a better service than the NHS. 2) Once you have one private practice using your system, other private practices will look bad if they continue using just printed instructions, giving them a direct incentive to buy. This is helped because... 3) Patients talk to each other, especially so here because presumably there is a correlation between the subset of patients who go private and those with a particular socio-economic status. Patients will hear about the better product from friends and expect the same from their own therapists. 4) Validation from a smaller segment is incredibly valuable in moving up. A proven track record with independents will help convince BUPA (imagine trying without this). A proven track record with BUPA will help convince the NHS (and presumably the NHS won't accept it unless it directly reduces their costs or the expected quality of care rises such that your product is required). Also, get this book: http://www.amazon.co.uk/Crossing-Chasm-Marketing-Technology-Mainstream/dp/1841120634/ref=pd_sim_b_3 http://www.amazon.co.uk/Crossing-Chasm-Marketing-Technology-... Edit: fixed typos.