Chris Provines
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Top 10 Pricing Mistakes of MedTech Innovators

Top 10 Pricing Mistakes of MedTech Innovators

by Chris Provines | May 9, 2018 | Med Tech, Pricing, Strategic Pricing, Value Selling

LinkedIn Twitter Google+ Facebook reddit 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...
5 Reasons Why Performance-Based Contracting Will Grow for MedTech

5 Reasons Why Performance-Based Contracting Will Grow for MedTech

by Chris Provines | Feb 11, 2017 | Med Tech, Negotiation, Strategic Pricing, Trends

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...
8 MedTech Buyer Trends to Watch in 2016 and Beyond

8 MedTech Buyer Trends to Watch in 2016 and Beyond

by Chris Provines | Dec 29, 2015 | Buying Behavior, Med Tech, Pricing, Trends

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?

Is This The End of the MedTech Salesman or a New Beginning?

by Chris Provines | Oct 26, 2015 | Buying Behavior, Med Tech, Sales Models, Trends, Value Selling

“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...
Is the Promise (or Threat) of Medical Supply Price Transparency Finally Here?

Is the Promise (or Threat) of Medical Supply Price Transparency Finally Here?

by Chris Provines | Sep 9, 2015 | Med Tech, Strategic Pricing, Trends

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...
5 Supplier Risks and Opportunities From The Hospital Self-Contracting Trend

5 Supplier Risks and Opportunities From The Hospital Self-Contracting Trend

by Chris Provines | Jun 8, 2015 | Buying Behavior, GPOs, Med Tech, Trends

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...
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Recent Writings

  • Top 10 Pricing Mistakes of MedTech Innovators May 9, 2018
  • Why Does Procurement Talk About “Collaboration” but Negotiate Hard On Price?  March 13, 2018
  • Price Transparency is Knocking on Your Door – Are You Ready? August 24, 2017
  • 7 Signs Your Sales Team Doesn’t Get Procurement February 26, 2017
  • 5 Reasons Why Performance-Based Contracting Will Grow for MedTech February 11, 2017

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