Transcript

Defining the problem before pricing is crucial. · Medsolve Dynamics

Yoel Bakas: Before you ask a vendor for a quote, answer two questions. what do I need this equipment to do for my program over the next five years? And two, how much does a day of downtime actually cost us? Here's why. If you cannot answer those two questions, your vendor will fill the answers in for you. and they will fill them in based on what makes their deal work, not yours. I spent 20 years on the vendor side. When a customer showed up without those answers, we controlled the conversation. We set the terms and we told you what it was worth. The programs that get different outcomes define the problem before pricing ever enters the room. That is the difference between negotiating and being negotiated. I am presenting a framework on this exactly at the AMACS Spring Symposium this Friday. If you have a capital decision or a service renewal in 2026, that is the room to be in.