CHRIS PROVINES WRITINGS AND RESEARCHI write about the art, science and practice of buyer-seller value creation and exchange with a focus on healthcare.
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...read more
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 more
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...read more
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...read more
Published Works14 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
- Using buying behavior strategically
- Creating collaborative buyer-seller relationships
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.
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.