Clinical validation is not product-market fit
The problem I keep seeing
Regulatory approval, clinical evidence, investor enthusiasm? None of these guarantee that a technology will actually be adopted. They're supply-side signals. They tell you something works. They don't tell you whether anyone will use it, pay for it, or procure it.
Most health innovators don't think about this until the product is built and the funding is spent.
This is the problem I work on. The gap between a good idea and real-world use.
Who I work with
1
Investors & funders
You're backing health innovation but your portfolio companies are stalling post-investment. The clinical story is strong but adoption isn't happening. I help you assess demand-side and adoption risk, including whether the company's milestones align with realistic exit pathways.
2
Healthtech companies
You're designing from the supply side, focused on the technology, the evidence, the regulatory pathway. But are you pressure-testing whether your route to market actually exists? I help you see your product from the buyer's perspective before the market teaches you the expensive way.
3
Accelerators & innovation programmes
You're supporting health innovators but most of your cohort won't achieve meaningful traction. I help you build demand-side thinking into your programmes so founders face the hard questions early.
What I do
I work across investment, adoption and exit in health innovation. Different clients, same underlying principle: it's essential to understand what's driving demand.
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It's important to say what I don't do. I don't help you sell to the NHS. I don't write business cases, run procurement processes, or manage implementation. There are other good people who do that. I work upstream, helping you understand whether the thing you're building has a realistic path to adoption or acquisition before you spend two years finding out it doesn't.
1
Adoption Risk Assessment
A structured assessment of whether a health innovation could be adopted, identifying the specific barriers and what needs to change. Using a proprietary framework, I look at competitive landscape, clinical pathway fit, commissioning readiness, implementation risk, evidence gaps, and exit positioning.
2
Strategic Advisory
For health VCs, accelerators, and innovation programmes. I work as a strategic adviser either on a project basis or embedded in your team, bringing the demand-side perspective to portfolio strategy and investment screening.
3
Health Sector M&A and Due Diligence
I've executed 40+ M&A transactions across buy-side and sell-side, outside the health sector. I now apply that same commercial lens from deal mechanics, valuation, acquirer perspective and integration risk, to health technology companies preparing for investment or exit.
4
Speaking, Writing and Research
I speak, write and contribute to research on health innovation adoption, patient experience, diabetes research and innovation, and early-stage health investing.
What I bring
I sit at the intersection of four worlds that almost never talk to each other. The common thread? Whether you're selling a product to the NHS, a company to an acquirer, or an investment case to a funder, you have to understand what the buyer actually needs to say yes.
Commercial strategy
20+ years in investment banking, private equity-backed businesses and M&A advisory. 40+ acquisitions. I understand deal mechanics, what makes a company investable, and how buyers think.
Health system reality
Former board member and finance committee chair of major NHS commissioning body. I've seen how commissioning and funding decisions are made.
Patient experience
19 years using diabetes technology daily. I know what it looks like when technology meets ordinary routines, competing priorities, and limited attention. I've seen new technologies launch and fail.
Academic research
Honorary Professor at University of Exeter Faculty of Health & Life Sciences. Co-author of international clinical guidelines. PPI lead on numerous diabetes research projects.
Interested in how I could help you?
The fastest way to find out if I can help is a 20-minute call. No pitch, no obligation, just a conversation about what you're working on and whether my experience could help. You can email me at michelle@michelle-law.co.uk or find me on LinkedIn.