Chris Provines
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Rep-Less Medical Sales Model: Wake up – It’s Just Part of a Bigger Procurement Trend

Rep-Less Medical Sales Model: Wake up – It’s Just Part of a Bigger Procurement Trend

by Chris Provines | Mar 28, 2015 | Sales Models, Trends, Value Marketing, Value Selling

The “rep-less” medical device sales model has generated a lot of focus and discussion recently. Some people believe it’s just a fad and will go away. Others feel it’s an inevitable piece of the puzzle of extracting costs out of our healthcare system....
8 Value Levers All Hospital Suppliers Should Know

8 Value Levers All Hospital Suppliers Should Know

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...
Show Me The Money: Capture the Benefits and Avoid Risks of Healthcare Reform

Show Me The Money: Capture the Benefits and Avoid Risks of Healthcare Reform

by Chris Provines | Oct 22, 2014 | Healthcare Reform, Value Communication, Value Marketing, Value Selling

I have to admit that I didn’t make up the title of this post. No, I didn’t copy it from a seminar given to pharmaceutical or medical device executives. Likewise, it’s not from a recent webinar given to health insurance executives. “Show Me The Money: Capture the...

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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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