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...
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...
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...

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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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