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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