RECENT WRITINGS
Why Does Procurement Talk About “Collaboration” but Negotiate Hard On Price?
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 building stronger...
About Me
I’m a speaker, author, educator, and advisor to firms ranging from leading Fortune 50 businesses to recent start-ups.
I specialize in helping clients in the practical application of value-based pricing and selling as well as strategies to effectively engage customer procurement organizations in fair value exchange.
I’ve spent 25+ years in healthcare in the hospital industry and in executive roles at J&J and Siemens Healthcare. I teach in the supply chain management department at Rutgers University.
MY BOOKS
Healthcare Value Selling
It provides proven strategies and tools to educate customers, sell your value, and defend your value against tough buyers.
Strategic Pricing for Medical Technologies
A comprehensive and practical guide to pricing medical technologies.
Selling to Procurement
Find hidden sales opportunities by understanding procurement’s goals and games.
NEWS AND EVENTS
Healthcare Finance News
A recent interview I did on the changing hospital supply chain and opportunities hospital CFOs have to challenge supply costs and find new ways to work with suppliers – Healthcare Finance News
Hospital Supply 2025 Ecosystem
Global spending on MedTech is expected to reach ~$500B by 2020. Learn about a supply ecosystem that is emerging to take costs out and bring value in.
Advanced Negotiation Skills for Pricing and Sales
Please join me at the PPS in Dallas on October 24. It is shaping up to be a great conference!