by Chris Provines | Feb 26, 2017 | Buying Behavior, Negotiation, Value Communication, Value Selling
Across industries, businesses are investing in getting smarter at purchasing and managing suppliers. It’s no surprise why. Multiple studies show a direct link between procurement maturity and improved business results. Procurement maturity impacts an...
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 | May 10, 2015 | Buying Behavior, Negotiation, Value Communication, Value Selling
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...
by Chris Provines | Apr 9, 2015 | Buying Behavior, Negotiation
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...
by Chris Provines | Jan 29, 2015 | Negotiation, Value Marketing, Value Selling
Hospitals and other providers face unprecedented change. Reimbursement cuts, pressure to improve quality and outcomes, consolidation, and new population-based payment models are just some of the forces driving change. In the United States, the Affordable Care Act...
by Chris Provines | Jul 9, 2014 | Negotiation, Strategic Pricing
I’ve had a number of conversations recently with sales leaders facing aggressive buyers and price erosion. Buyers use the typical threat “all these products are the same, it now comes down to price.” This is a difficult situation for anyone, particularly for incumbent...
