Medtech · diagnostics · medical devices
Build the engine before you spend the money.
The companies that die scaling are rarely short of demand. They raise, hire six salespeople, open four markets, and discover eighteen months later that none of it repeats. In medtech that is especially punishing: the sales cycle is long enough to burn a whole round before you learn the market-entry model was wrong.
What this is for
Every plateau I've seen looks like one of three patterns.
Most teams feel all three at once. One is doing the most damage. Naming it is where scaling starts.
Every decision still routes through one person
The business grew because of one person's judgement — and now that same judgement is the ceiling. Whether that is a founder or a director running a product line, the effect is identical: growth is capped by one calendar.
Revenue concentration
A handful of accounts, one channel, or a single geography carries the number. It feels like strength until it is the thing keeping you awake — because losing one line breaks the year.
Operations debt
What worked at the start is quietly breaking now: manual hand-offs, tribal knowledge, no operating rhythm. You are not short of demand — you are short of the system to carry it.
This is not a question of size
The unit is the growth engine, not the company. It can be a whole business — seed, start-up or established — or a single product line inside a large manufacturer that is not using half its potential. A €200M company with a product line that should be ten times bigger has exactly the same missing machinery as a company doing this for the first time.
The method
The method that works.
This approach took a diagnostic device from market entry to 90% share among automatic ankle-brachial index devices and 85% penetration of Spanish public primary-care centres — through tender-driven buying, clinical evidence and a distribution engine.
1 · Find the biggest bottleneck
Not the symptom you feel, but the constraint holding everything else back.
2 · Plan
One measure that removes it. Measurable, with a deadline.
3 · Do
With your team, not instead of it.
4 · Check and repeat
What worked, what didn't, and which bottleneck is next.
Not a one-off project — a rhythm that stays in the company.
How we work together
Let's start with small steps.
A short five-minute questionnaire shows you which mechanism is limiting your growth most right now.
Scale Scorecard
FreeA 5-minute diagnosis of your single biggest constraint.
Scale Sprint
€390–€590A 90-minute working session and a one-page meeting summary of the constraint you keep.
Scale Diagnostic
Fixed fee (from ~€4,500)Four to six weeks: what in your growth engine is broken, and in what order to fix it.
Scale Architecture
Project After the Scale DiagnosticWe define the new growth engine and put the activities in place to implement it.
Advisory Retainer
Monthly After the Scale DiagnosticOngoing executive-level counsel as you scale.
Fixed-fee wherever possible. The Scale Sprint is a working session, not a sales call — you keep the meeting summary whether or not we ever work together again.
Bigger than a Sprint?
A Diagnostic, an Architecture project or a retainer starts with a free first meeting — an hour, confidential, NDA on request. You leave knowing how I work and how I charge, and if it fits you get a written offer with deliverables, milestones and named people on both sides.