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...
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...
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...
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...
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...
by Chris Provines | Feb 24, 2015 | Buying Behavior, Med Tech
Rumors circulated this week that Cardinal Healthcare is in talks to buy Cordis, a manufacturer of medical devices. If this is true, it’s yet another sign that the cost-out and value-in medical supply ecosystem continues to evolve. I’ve written in the past about this...
