RECENT WRITINGS
Price Transparency is Knocking on Your Door – Are You Ready?
Hospital supply price and cost transparency has been an issue for a long time. A 2012 study by the U.S. Government Accountability Office (GAO) reported that medical devices suffer from opaque pricing, which leads to lower hospital bargaining power and higher costs. In...
read moreAbout Me
I’m a speaker, author, educator, and advisor to firms ranging from leading Fortune 50 businesses to recent start-ups.
I specialize in helping clients in the practical application of value-based pricing and selling as well as strategies to effectively engage customer procurement organizations in fair value exchange.
I’ve spent 25+ years in healthcare in the hospital industry and in executive roles at J&J and Siemens Healthcare. I teach in the supply chain management department at Rutgers University.
MY BOOKS
Healthcare Value Selling
It provides proven strategies and tools to educate customers, sell your value, and defend your value against tough buyers.
Strategic Pricing for Medical Technologies
A comprehensive and practical guide to pricing medical technologies.
Selling to Procurement
Find hidden sales opportunities by understanding procurement’s goals and games.NEWS AND EVENTS
