When I look back over the last few months, it’s been a mix of laying foundations and deliberately delivering some early wins. While a lot of my focus has been on shaping what a credible MedTech operating model at Perform should look like, I’ve also been conscious that momentum matters, both internally and with customers.
This period hasn’t been about grand gestures. It’s been about clarity, alignment, discipline, and proving what good looks like through action. And it’s those actions, not presentations or plans, that are starting to build confidence in the direction we’re taking.
Strengthening External Momentum: Turning Conversations Into Opportunities
Externally, that’s meant getting into meaningful OEM conversations early, around demo logistics, technical hubs, event support, turning those into tangible opportunities rather than just concepts.
What’s stood out is how quickly these discussions have validated the direction we’re taking. When an OEM sees a route to solve a real operational pressure point, whether that’s reducing demo downtime, smoothing handovers, or creating consistency across market, the conversation shifts. It’s validated the direction we’re taking and helped build confidence that we’re solving real problems.
That’s the space where trust forms. And that trust is where long-term partnership starts.
Internally, we’ve been tightening the ship and creating improvement our people can feel.
We’ve strengthened day‑to‑day operational control, introduced more structure around continuous improvement, and aligned on what “good” MedTech delivery actually looks like across regions.
Over the last few months we’ve:
- Strengthened day-to-day operational control
- Introduced more structure around continuous improvement plan
They’re the foundations of a model that can scale without losing quality or consistency. And they’ve helped teams see that MedTech isn’t a bolt-on, it’s a capability we’re building methodically and intentionally.
What We’re Hearing From the Market: Logistics Alone Isn’t Enough
One of the clearest things I’ve taken from the market is that basic logistics capability is no longer enough. Customers are looking for partners who understand regulated environments, the critical nature of demo assets, technician workflows and the impact all of this has on customer experience. Those conversations go deeper than transport, and that’s where trust starts to form. At the same time, I’m seeing far more caution around long‑term, fixed commitments. OEMs are far more comfortable engaging when they can start small, see value quickly, and scale as confidence builds something I’ve consciously tried to reflect in how we position ourselves.
ISO 13485: A Foundation for Credibility, Not a Box‑Ticking Exercise
Our journey to ISO13485 certifications has been about aligning our QMS to the standard, and has highlighted where we need stronger controls, clearer ownership and better consistency, and it’s driving the right internal behaviours. It underpins everything we’re building. For me, this work is about credibility as much as certification. It gives customers confidence that we’re serious about MedTech and building long‑term capability properly, while also helping us create a more scalable and repeatable way of operating.
ISO isn’t the finish line. It’s the operating backbone.
Amongst all of this, we’ve began building the right footprint for the Hub and Satellite Model in Europe
As I’ve thought more about speed and efficiencies, the hub and satellite model across Europe has become clearer. Anchoring around core locations like Woking, supported by hubs such as Frankfurt or Barcelona depending on customer need, feels like the right balance between control and proximity.
But the real value isn’t in the map, it’s in what the model enables:
- Faster response times
- Reduced cross-border friction
- Lower downtime for demo assets
- Better technician utilisation
- Improved customer experience
- Clearer, more efficient cost structures
This model lets us put capability where it matters, not just where we have space. And that precision is what will allow us to scale without compromising reliability.
Looking Ahead: Momentum With Purpose
If I reflect on the last few months, the common thread is progress with purpose. We’re laying the groundwork for a credible, scalable MedTech capability, while also proving value early through practical action.
There’s more to do. There always will be. But we’ve moved from discussion to definition, and from definition to delivery. That shift matters. It’s how trust is built, capability matures, and long-term partnerships are formed.
And as we continue to shape this operating model, across Woking, across Europe, and across our growing customer base, we’ll stay anchored in what’s driven us so far: clarity, consistency, and an unwavering focus on solving real problems for OEMs.
– Paul Udale , Director of Operations, Med-tech Division.
