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.
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...
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,...
8 MedTech Buyer Trends to Watch in 2016 and Beyond
As healthcare providers around the world continue to come under pressure to contain costs and improve outcomes, professionalizing procurement practices is increasingly seen as an area of opportunity. It makes sense given that supplier related costs can represent...
Is This The End of the MedTech Salesman or a New Beginning?
“It use to be the wild west in the beginning,” a friend and recently retired MedTech sales leader said when he described the early days of selling medical technologies. He discussed his experience selling a technology for a new procedure. This was about twenty years...
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.