When we informed different “health experts” that we were pivoting from a medical equipment supplier to a diagnostic service provider, the feedback we got wasn’t very positive: “Building diagnostic centers is too capital intensive,” “you don’t have enough experience,” “you won’t be able to get VC investment for brick-and-mortar retail healthcare”.

Looking back, I have to admit that there was some truth in that feedback, but I am so grateful that we didn’t let these comments deter us. Today, we have successfully scaled from operating just one diagnostic location in 2018 to 15 locations in 2022, and we are on track to become one of the largest diagnostics providers in the country.

Today, I will share some tips that have helped me scale my healthcare infrastructure startup in Nigeria. 

1. Understand the local health system in which you are building

Since the majority of healthcare is coordinated at the state level, Nigeria actually has 36 independent health systems of varying robustness and with diverse needs. Before entering into a new state, spend time researching the peculiarities of its health system so you can tailor the services you provide to the area’s specific needs.  

2. Find the best location you can afford

Just like in regular retail, where you locate your health facility matters a whole lot. In most cities, there are certain neighborhoods where most of the health facilities in the town are clustered. That is usually the best place to locate a new physical location. 

3. Work with and learn from locals

It is important to learn from folks who have years of experience working within the local health system to understand what the gaps are and how your solution is positioned to solve them. For us, this involves hiring local clinicians as much as possible. For all administrative positions, we prioritize hiring from the local community. 

4. Find a local champion with the clinician community

Local clinician networks are often close knit and very distrustful of outsiders. It is important to find a local champion in the clinician community  who can become an advocate for your work early on. Your local champion will be someone who believes in the work you are doing and can gain support within their immediate network. This accelerates trust building with the local clinician community.