The Tell in a LINAC Service Contract: Same Rate on a New Machine and a Twenty-Year-Old One
A radiation oncology service contract that quotes the same rate on a one-year-old LINAC and a twenty-year-old one was never priced on the cost to serve the machine. It was priced to anchor you. How to make a LINAC service price prove it is tied to cost. LINAC service contract, service pricing, capital negotiation, vendor negotiation, AMAC, purchasing framework.
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The skinny
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