RECENT WRITINGS
5 Reasons Why Performance-Based Contracting Will Grow for MedTech
There has been a lot of press recently on performance-based contracting and pricing in healthcare. Today, the Wall Street Journal ran an article on performance-based pricing for pharmaceuticals. Performance-based pricing in business-to-business (B2B) and...
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Rapid Growth in Hospital Supply Chain Solutions Spells Trouble for Medtech Companies
A recent Market and Markets report projected that the global healthcare supply chain management solutions market is expected to grow at an annual rate of 8.3% from 2014 to 2019. These solutions include Inventory Management, Strategic Sourcing, Warehouse Management,...
read moreAbout Me
I help healthcare suppliers and providers win in the changing market through the art, science and practice of creating, communicating, and capturing value.
I’ve spent 24+ years in healthcare in the hospital industry and in executive roles at J&J and Siemens Healthcare. I’m advisor to many of the world’s leading MedTech, pharmaceutical and healthcare companies.
I’m an author, advisor, and educator. I teach in the supply chain management department at Rutgers University.
Most Popular Posts
Expert consulting, speaking and training for healthcare suppliers
BOOKS AND RESOURCES
Healthcare Value Selling
Now adopted by 14 supplier sales forces. This is a practical guide that provides salespeople and commercial teams with the insights to approach economic buyers with renewed confidence. 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. This book will help you better quantify, communicate, and capture value in an increasingly challenging environment. The book provides a strategic framework for pricing medical technologies.
Selling to Procurement
Get beyond the procurement tactics you see to understand what drives procurement’s behaviors. Learn how to spot emerging threats from procurement that could cost you the next deal. Find hidden sales opportunities by understanding procurement’s goals and games.
NEWS AND EVENTS
Healthcare Finance News
A recent interview I did on the changing hospital supply chain and opportunities hospital CFOs have to challenge supply costs and find new ways to work with suppliers – Healthcare Finance News
Hospital Supply 2025 Ecosystem
Global spending on MedTech is expected to reach ~$500B by 2020. Learn about a supply ecosystem that is emerging to take costs out and bring value in.
Value Definition in the Era of Healthcare Reform
Please join me at the LTEN in Washington DC on June 14. It is shaping up to be a great conference!