The Conundrum of Outcomes-Based Contracting

Posted by Brian Chapman on May 23, 2016

Patients want great outcomes. Payers want great outcomes. Hospitals want great outcomes. Medtech can help deliver great outcomes. Why is this so hard?


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Medtech's Big Chance

Posted by Brian Chapman on April 13, 2016

At the end of last year, we commissioned some research at ZS to identify hospital trends. Our goal was to uncover trends and changes to our clients’ customers that perhaps they weren’t seeing, and to shape our own thinking about where the industry was headed.

At first glance, everything with the findings was very predictable: Hospitals cared about costs, attracting patients, maximizing throughput. They had strategies that varied from focusing on patient capture through forward integration or payer interaction, to operational efficiency or innovation and research.


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All Aboard the KAM Train: Key Account Management Isn’t a program; It’s an Organizational Transformation

Posted by Brian Chapman on March 1, 2016

Everyone seems to be talking about key account management. It’s simple, really: We know that we can’t get away with the old model of clinical promotion in today’s world. This gives rise to the need to create a team of key account managers. Hence, the unstoppable “KAM Train.” Time to get on board.


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Five Predictions for Medtech in 2016

Posted by Brian Chapman on December 16, 2015

The holidays are the perfect time for reflection. It’s time to think about the year and the accomplishments of the past, and especially to contemplate the future. It’s in this spirit that I want to offer my five predictions for medtech in 2016.


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The Word ‘GPO’ Is About to Become an Official Misnomer: Fallout From the Novation MedAssets Deal

Posted by Brian Chapman on November 9, 2015

I was at a conference on medtech key account management, pricing and contracting when the announcement of the Novation MedAssets deal became public. Private-equity firm Pamplona Capital Management will pay $2.7 billion for MedAssets, a group purchasing organization (GPO). No better place to spend a few minutes contemplating the future than in this setting.


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