HTE408
Doing Business in Spain
Faculty
Luisa Garcia Valdecasas
Business Development Director at Top Health Tech
Course length
Duration
Total hours
Credits
Language
Course type
Fee for single course
Fee for degree students
Skills you’ll learn
Overview
This course offers a comprehensive overview of how to develop and scale businesses in Spain, combining broad perspectives on the business environment with a specific focus on the healthcare sector and advanced technologies.
Over 15 sessions, participants will explore Spain’s macroeconomic, cultural, and regulatory framework, analyse the dynamics of various strategic sectors, and examine the particular challenges and opportunities of innovation and digitalisation in healthcare.
The programme guides students from the fundamental principles of operating in the Spanish market to advanced issues of regulation, commercialisation, and digital transformation in hospitals. Special attention is given to topics such as artificial intelligence, data structuring, and advanced analytics within the framework of European regulation.
The course concludes with the development of a practical case study on business development in healthcare technology, preparing participants to lead innovative projects within the Spanish and European ecosystem.
Learning highlights
- Understanding the Spanish business environment, including legal, fiscal, and cultural aspects.
- Introduction to key sectors in Spain, like Energy, Health, Tourism and Technology.
- Knowledge of the innovation and technology ecosystem in Spain and its implications across different sectors.
- Understanding the Spanish healthcare sector, its structure (public/private), and possibilities for access as a technology provider.
- Knowledge of specific regulation concerning health technology, data protection, artificial intelligence, and European regulation.
- Application of innovative business models in digital health and hospital technology.
- Development of strategies for digital transformation.
- Preparation for scaling technological solutions within the national context, fostering alliances and international collaboration.
- Development of competencies in networking, negotiation, and strategic partnership within the health-technology sector.
Course outline
15 classes
Session 1
Introduction to the Spanish Business Environment: Macroeconomic framework, key sectors, opportunities.
Session 2
Cultural and Social Aspects of Business: Business communication, negotiation, organisational culture.
Session 3
Legal and Administrative Framework: Company formation, types of legal entities, basic taxation.
Session 4
The Spanish Market: Sectoral Profile: Sector analysis: energy, tourism, healthcare, technology.
Session 5
Ecosystem and Opportunities in Innovation: Clusters, technology parks, innovation agents.
Session 6
GTM fundamentals: from idea to first customer in Spain.
Session 7
Designing a GTM for a digital product (workshop).
Session 8
Commercial negotiation and consultative selling in Spain.
Session 9
Business Models in Digital Health: Turnkey solutions, SaaS, sector-specific commercialisation.
Session 10
Public Tenders and Procurement in Healthcare: Procurement processes, key aspects of public tenders.
Session 11
Digital Transformation in Hospitals: Main technologies, barriers, and drivers of change.
Session 12
Artificial Intelligence in Healthcare: Applications, impact, ethical, and regulatory challenges.
Session 13
Advanced Analytics and Data Management: Tools for data structuring, interoperability, case studies.
Session 14
Launch and scale: in health and data.
Session 15
Healthcare Business Case Workshop: Practical case study: designing an innovative healthcare solution.
Prerequisites
No prerequisites for this course.
Methodology
Interactive Lectures Brief theoretical presentations by the professor and invited experts to establish the conceptual foundation for each session.
Workshops & Practical Sessions Workshops focused on the collaborative resolution of real challenges, with group exercises in case analysis, negotiation simulations, and project development.
Case Studies Analysis and discussion of real cases of companies that have operated and scaled in the health and technology sector in Spain and Europe. The focus will be on successes and failures, fostering critical thinking and the transfer of learning.
Role Play & Simulations Staging of practical situations involving procurement, negotiation, consultative selling etc. Ideal for sessions focused on commercial skills and project management.
Guided Debates Posing ethical, regulatory, or strategic dilemmas (for example, the use of AI in healthcare). Students take positions, argue, and reach collaborative conclusions
Final Business Case Students iteratively design a sectoral business project (individually or in groups), integrating the knowledge acquired, from environment analysis to the technical and economic proposal.
Grading
Luisa Garcia-Valdecasas is a seasoned Business Development and Sales Strategy Executive with extensive experience across the health tech, medical devices, and pharmaceutical sectors, particularly in AI-driven solutions and digital health.
With a strategic and consultative mindset, she has led commercial and go-to-market strategies for both startups and established companies in Europe. Her recent work focuses on strategic sales roles in the AI and Digital Health sector, where she has designed and implemented commercial strategies, built partnerships with hospitals and research centres, and facilitated the adoption of innovative health technologies.
Apply for this course
Doing Business in Spain
by Luisa Garcia Valdecasas
Total hours
45 Hours
Dates
Feb 23 - Mar 13, 2026
Fee for single course
€1500
Fee for degree students
€750
How to secure your spot
Complete the form below to kickstart your application
Schedule your Harbour.Space interview
If successful, get ready to join us on campus
FAQ
Will I receive a certificate after completion?
Yes. Upon completion of the course, you will receive a certificate signed by the director of the program your course belonged to.
Do I need a visa?
This depends on your case. Please check with the Spanish or Thai consulate in your country of residence about visa requirements. We will do our part to provide you with the necessary documents, such as the Certificate of Enrollment.
Can I get a discount?
Yes. The easiest way to enroll in a course at a discounted price is to register for multiple courses. Registering for multiple courses will reduce the cost per individual course. Please ask the Admissions Office for more information about the other kinds of discounts we offer and what you can do to receive one.