The Big Getting Bigger: Strategic Accounts to Dominate the Future of Medtech

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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Good Fences Make Good Neighbors—Why Contracting Is Critical to Medtech

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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