Do Customers Even Care About Value?

Do customers even care about value? A common compliant heard from some salespeople is that more and more it feels like all customers’ care about is price. Despite valiant efforts at communicating value, the buying decision often seems to come back to price. So,...

Is the GPO Business Model Dead?

Is the Group Purchasing Organization business model dead in healthcare? I was asked this question recently. It’s a good question. GPOs have had a long, and sometimes, controversial role in the healthcare supply chain (1). Some argue that GPOs actually limit...