CHRIS PROVINES WRITINGS AND RESEARCHI write about the art, science and practice of buyer-seller value creation and exchange with a focus on healthcare.
Depending upon which side of the table you are on, medical device and supply price transparency is either a long-standing threat to prices and margins or a potential opportunity to drive supply savings. While there have been efforts and businesses focused on supply...read more
Self-contracting, where a hospital contracts directly with the supplier rather than through a group purchasing organization (GPO), is accounting for an increasing proportion of hospital supply spend in the U.S. As hospitals consolidate, gain greater scale, and become...read more
A myth is an idea or story that is believed by many people but is not true. An example is the myth that the Great Wall of China is visible from space. It’s not true. A myth can also be a story told in an ancient culture to explain a practice, belief, or natural...read more
It’s a trend in many B2B industries, growing procurement power and influence. This change in buying behavior can cause a decline in supplier prices and margins. Is the supplier and its sales team simply victims of this trend and the aggressive tactics used by myopic...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.