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.
Top 10 Pricing Mistakes of MedTech Innovators
Pricing innovation can be a highly complex decision and one of the more challenging tasks marketers face. With all the time, resources and money invested in bringing an innovation to market, there are often great expectations for the technology and for the profit...
Why Does Procurement Talk About “Collaboration” but Negotiate Hard On Price?
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?
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
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...
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.