Posted by
Bhargav Mantha on December 19, 2019
Medtech is facing cost pressures from multiple fronts. There are many levers that Medtech can pull to alleviate these pressures and thrive. One of the most important levers is a robust contracting strategy that ensures optimal implementation of your pricing strategy. A comprehensive contracting strategy helps ensure win-win financial deals for all stakeholders and delivers the right products, services and experiences to customers. So what elements constitute a good contracting strategy?
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Posted by
Pete Masloski on November 12, 2015
I had the pleasure recently to chair the third annual Medical Device Contracting and Strategic Accounts Conference in San Diego. On the opening day of the conference the bombshell was dropped: MedAssets was being acquired in a $2.7 billion deal and its GPO business being integrated with Novation. It certainly set the tone for the discussions. The big were indeed getting bigger, and it was never clearer that succeeding in strategic accounts is critical for medtech companies.
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Posted by
Brian Chapman on October 27, 2015
We spend a lot of time talking about how important it is for key account managers to find areas of mutual value, create tailored solutions, innovate for their important accounts and develop programs that are cutting edge. In fact, this is a really good idea because it explores areas of new value and creates relationships that go well beyond the transactional ones needed to sell a commodity product. We eschew focusing too much on pure rebates and prices because it gives away value. I still believe this, but sometimes a great contract can go a long way. Good fences make good neighbors.
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