Chris Provines
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Why Does Procurement Talk About “Collaboration” but Negotiate Hard On Price? 

Why Does Procurement Talk About “Collaboration” but Negotiate Hard On Price? 

by Chris Provines | Mar 13, 2018 | Negotiation, Pricing, Value Selling

Supplier collaboration has been a hot topic in procurement for some time. Do a Google search for the terms “supplier relationship management” or  “customer of choice” and you’ll get tens of thousands of hits. Yet, despite procurement’s aspirations of...
Price Transparency is Knocking on Your Door – Are You Ready?

Price Transparency is Knocking on Your Door – Are You Ready?

by Chris Provines | Aug 24, 2017 | Buying Behavior, Negotiation, Pricing

Hospital supply price and cost transparency has been an issue for a long time. A 2012 study by the U.S. Government Accountability Office (GAO) reported that medical devices suffer from opaque pricing, which leads to lower hospital bargaining power and higher costs. In...
7 Signs Your Sales Team Doesn’t Get Procurement

7 Signs Your Sales Team Doesn’t Get Procurement

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...
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...
5 Myths of Selling Value to Procurement

5 Myths of Selling Value to Procurement

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...
10 Reasons Why Procurement is Negotiating Aggressively

10 Reasons Why Procurement is Negotiating Aggressively

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...
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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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