CHRIS PROVINES WRITINGS AND RESEARCH

I write about the art, science and practice of buyer-seller value creation and exchange with a focus on healthcare.

Why Does Procurement Talk About “Collaboration” but Negotiate Hard On Price?

by Chris Provines | Mar 13, 2018 | Negotiation, Pricing, Value Selling

Supplier collaboration has been a hot topic in procurement for some time. Do a Google search for the terms “supplier relationship management” or “customer of choice” and you'll get tens of thousands of hits. Yet, despite procurement's aspirations of building stronger...

Price Transparency is Knocking on Your Door – Are You Ready?

by Chris Provines | Aug 24, 2017 | Buying Behavior, Negotiation, Pricing

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...

7 Signs Your Sales Team Doesn’t Get Procurement

by Chris Provines | Feb 26, 2017 | Buying Behavior, Negotiation, Value Communication, Value Selling

Across industries, businesses are investing in getting smarter at purchasing and managing suppliers. It’s no surprise why. Multiple studies show a direct link between procurement maturity and improved business results. Procurement maturity impacts an organization's...

5 Reasons Why Performance-Based Contracting Will Grow for MedTech

by Chris Provines | Feb 11, 2017 | Med Tech, Negotiation, Strategic Pricing, Trends

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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Recent Writings

Why Does Procurement Talk About “Collaboration” but Negotiate Hard On Price? March 13, 2018
Price Transparency is Knocking on Your Door – Are You Ready? August 24, 2017
7 Signs Your Sales Team Doesn’t Get Procurement February 26, 2017
5 Reasons Why Performance-Based Contracting Will Grow for MedTech February 11, 2017
Rapid Growth in Hospital Supply Chain Solutions Spells Trouble for Medtech Companies March 1, 2016

Published Works

14 Sales forces and thousands of sales and marketing professionals have used these books to be more successful.

My teaching, research, and work with leading Fortune 500 firms has led to numerous books. My expertise is in the art, science, and practice of:

Selling value
Defining winning pricing strategies
Negotiating
Using buying behavior strategically
Creating collaborative buyer-seller relationships

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.

Healthcare Value Selling

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.