💡HealthTech Consulting 101: What We’ve Learned After 200+ Startup Conversations

In this article, we want to strip away the mystery around healthcare consulting and share what we’ve learned the hard way: how clinicians can break into the industry, build trust with founders, and do meaningful, impactful work in healthtech.

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We’ve placed over 100 clinicians in start-ups. We’ve delivered 40+ consulting projects. And we’ve spoken to more than 200 founders across the UK and beyond.

This is what we’ve learned.

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Why We Had This Conversation

Clinicians message us all the time:
"How do I get into consulting?"
"What courses do I need?"
"Can I do this without leaving clinical practice?"

It was clear to us that people wanted guidance. So instead of answering DMs one by one, we decided to go live and talk it through.

“We’re not gatekeeping. We’re just telling it as it is.”

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My Own Journey Into Consulting

Like many others, I stumbled into consulting.

I’m a Clinical Oncology doctor by training, and I still practice at the Beatson Cancer Centre in Glasgow. But a few years ago, I started doing advisory work for start-ups—just one or two projects at first. Then more. Eventually, it became a second career.

Thomas’s story was similar. He’s a paediatrician who transitioned into healthtech over eight years ago—starting with a symptom checker, and eventually becoming a COO in a start-up.

“There wasn’t a path, no training programs. You were just pulled in by someone you knew.” — Thomas

That serendipity is still true today. Most people don’t plan their way in. They discover opportunities and follow where they lead.

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So… What Is HealthTech Consulting?

It’s a broad term. Here’s how I explain it:

HealthTech consulting is about helping companies solve problems using your clinical insight. That could mean:

• Acting as a Clinical Safety Officer
• Designing a pilot study
• Creating clinical content
• Advising on IG compliance
• Supporting NHS adoption
• Working with the product or data team
• Helping with sales and go-to-market

“It’s not about pitching your service. It’s about understanding their problem—and showing how you can help solve it.” — Me

It’s non-clinical, but deeply informed by your clinical background. And no two roles are ever the same.

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Why So Many Clinicians Are Interested

Clinicians are drawn to this work for two big reasons:

1. Speed.

“In healthtech, you can have an idea on Monday, build it by Friday, and launch it the following week.” — Thomas

The pace is exhilarating—especially if you’ve spent years navigating the NHS’s slower structures.

2. Scale.

“We’re impact-driven people. We want our work to affect more lives than just those we treat directly.” — Me

Consulting gives us the chance to shape tools, products, and systems that ripple out far beyond our own clinics.

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How the Industry Has Changed Since 2015

We’ve watched healthtech consulting mature in the past decade. When Thomas started in 2015, there were very few defined roles. Now:

• Founders are more specific in what they want
• More clinicians are developing niche hybrid skill sets
• There’s increasing value in staying clinically active

“If you’re still seeing patients—even once a week—you’re more credible to founders.” — Thomas

“These days, founders don’t just ask for a doctor. They say: ‘I need a respiratory physician with virtual ward experience who understands RPM.’” — Me

We’re also seeing a renewed energy in the market post-2024, with funding and hiring picking up again. That’s good news.

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What Founders Actually Look For

This part is key.

Founders aren’t hiring you because of your titles. They’re hiring you because you can solve problems.

You need to be able to articulate:

• What you understand about their market
• What value you can bring
• How your experience helps them avoid costly mistakes

Thomas summarised it brilliantly:

“Affability, availability, ability—in that order.”

And I’d add:

“Don’t lead with your rank. Lead with the problems you’re ready to solve.”

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The Skills That Make You Stand Out

Here are some skillsets that I’ve seen drive real success:

• Study design and clinical evidence generation
• NHS commissioning and pathway navigation
• Clinical safety (DCB0129)
• Product ownership and user testing
• Coding and data analysis (rare but powerful)
• AI validation in clinical settings

And don’t overlook the value of your NHS experience.

“Some things you can’t learn outside the NHS—like commissioning, governance, or piloting a system across a trust.” — Thomas

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Becoming a Teacher, Not Just a Consultant

Founders don’t always know what they need.

That’s not a flaw—it’s just a reflection of how complex healthcare is. Your job often starts with education.

“Sometimes, you’re not solving a problem—you’re shaping the problem for them first.” — Thomas

“If you do that gently, with clarity and kindness, that’s how you build trust—and trust is what closes the deal.” — Me

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Should You Leave Medicine?

This question comes up a lot. Here’s my take:

No—unless you have a clear runway, a portfolio, and a consistent pipeline.

Even then, be cautious.

“I spent three years fully out of practice. When I returned, I realised how much I’d forgotten. The system moves on quickly.” — Thomas

It’s better to start with a tapered approach: 1–2 days consulting, the rest clinical. Build from there.

“You’ll probably take a pay cut at first. It takes 2–3 years to hit your stride.” — Me

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How I Find Clients (And You Can Too)

The majority of our clients at Medical Consulting Group come from:

1. LinkedIn.

“It’s the easiest and cheapest way to be visible.” — Me

2. Word of Mouth.

“Do good work. Deliver real value. People will refer you.” — Thomas

3. Conferences.
Great for nurturing relationships—but don’t expect to “sell” on the spot.

Other channels like podcast features or accelerator appearances can boost visibility, but the real secret is consistent visibility and trust.

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Pricing and Packaging Your Services

We typically see three models:

1. Hourly rate – e.g. £150–£250/hr
2. Project-based – outcome-based pricing
3. Retainer – high-trust, long-term partnerships

“Founders will often baulk at £300/hr for seven hours—but easily accept £2,000 for a project.” — Me

Make sure you’re clear on your deliverables. Clarity builds confidence.

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Contracts, Invoices, and Getting Paid

Keep it simple, but professional.

• Invoices: use templates, log your hours, and be transparent
• Contracts: don’t overwhelm. An email with bullet points can often suffice
• For larger projects, tools like Genie AI or Rocket Lawyer help with templates

“The more professional your documents, the more seriously you’ll be taken—especially by bigger companies.” — Me

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What You Actually Need to Get Started

You don’t need an MBA or a massive network.

But you do need:

• Some availability
• A clear value proposition
• Basic tools: a LinkedIn profile, maybe a personal website, a CV or portfolio

And should consider:

• Indemnity insurance (for work including clinical advisory)
• An accountant
• A registered business entity (if you’re scaling or want to add professionalism)

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One Final Thought: Trust Is Everything

“This whole business runs on trust. If you’re not trustworthy, you won’t last long. And if a company breaks trust, word gets around quickly.” — Me

You don’t need to rush.

But when you decide to do it—commit. Show up. Add value. Be kind. And do the work well.

“You don’t have to go all in right away. But if you’re going to show up—do it properly.” — Thomas

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