Navigating NHS Digital Procurement: A Strategic Guide

Procurement in the NHS isn’t for the faint-hearted. It's a tightly governed process that demands careful navigation, especially when digital transformation is on the table. From budgetary constraints to rigid rules of engagement, there’s a lot for CIOs to consider. So, how can leaders ensure they're making informed, strategic decisions while staying compliant?

A Game of Rules: Why Procurement Isn’t as Simple as It Sounds

Once you're officially in the procurement phase, the rules tighten significantly. Impartiality becomes non-negotiable - you’re required to declare any prior conversations with suppliers. This level of transparency is essential to maintain a fair and challenge-proof process.

That’s why early engagement matters. Events like HETT Show provide a vital space to explore what’s out there before the formal procurement begins. It’s a rare window where informal chats and discovery sessions are not only allowed, but encouraged.

The Digital Procurement Journey – Step by Step

Define the Problem
Start by pinning down the actual need. What’s broken, what’s missing, and what impact fixing it will have? Early-stage conversations with suppliers can help shape your understanding of what's feasible.
Build a Strong Business Case
Collaborate with procurement and finance colleagues to create a compelling, evidence-based use case. If you're going out to tender, it’s likely through a pre-approved framework. Once bids come in, they’re scored against strict criteria - so transparency is critical. Failing to declare prior supplier interactions can derail the entire process.

Budgeting Realities: Making Tough Choices

One of the biggest hurdles in NHS digital procurement is, unsurprisingly, budget. Leaders need to be ruthless in defining what’s essential versus what’s nice to have. With both capital and revenue funding streams in play, timing is everything. Capital budgets are typically confirmed around March but often land in-year as late as January or February, leaving a narrow window to spend before the financial year ends. That makes accurate forecasting and early planning non-negotiable.

Why HETT Matters More Than Ever

The HETT Show isn’t just a conference - it’s a strategic enabler for NHS leaders.

A Hub for Innovation
It’s a space to explore emerging technologies, evaluate what’s viable, and understand the real-world implications of adoption - or inaction.
Efficiency Through Conversation
Rather than fielding a dozen sales calls, leaders can meet multiple suppliers under one roof, saving time and gaining insights from peer discussions that just don’t happen over email.
Access to Decision-Makers and Disruptors
HETT offers access to high-profile NHS and government figures - along with the rare chance to ask the off-the-record questions that influence real-world forecasting and strategic direction.

For NHS Leaders: It’s All About Balance

Being a leader in the NHS today means wearing two hats: civil servant and strategist. You need to demonstrate fairness in procurement while making sure you’re choosing partners who are aligned with your values - and easy to work with. That doesn’t show up in the tender documents, but it absolutely affects outcomes.

Don’t overlook the internal influencers, either. Often, it’s the clinician or operational lead - not the CIO - who’s pushing a tech project forward. Suppliers who engage solely with the C-Suite miss out on the people driving change.

The Supplier’s Catch-22

For startups and SMEs, NHS procurement can feel like a paradox: you need proven case studies to win contracts, but you can’t build those case studies without getting in the door first. That’s why relationships matter - at every level. Whether it's engaging frontline champions or building credibility with senior decision-makers, meaningful connections are the bridge to real procurement traction.

Final Thought

Procurement in the NHS isn’t just about ticking boxes. It’s a strategic, multi-layered process that requires vision, diligence, and timing. Events like HETT aren’t a sideshow - they’re central to doing it right.

Whether you're preparing for your next procurement cycle or just beginning to explore the art of the possible, don’t underestimate the value of getting out there, asking questions, and building relationships early.

Join us at our upcoming event, HETT Show on 7-8th October at ExCeL London to be part of the conversation. Register below.