Transcript

What Every New Radiation Oncology Administrator Should Know Before Their First Vendor Meeting · Medsolve Dynamics

Yoel Bakas: The asymmetry in capital negotiations is always there, but it is not evenly distributed. It hits the newest administrators the hardest. Run your first capital negotiation, and you're across from someone who has run this same play 40 times this year. The gap is that... It's the reps, the number of times they've done it, not intelligence. The fewer practice rounds you have. The more it costs you. Here's the part that actually helps. Just knowing that asymmetry exists levels the playing field more than you would think. The administrator who walks in knowing that the rep brought in a whole pricing desk and a value team and a sequence that they run every week negotiates very differently than the one who thinks it's a conversation between two reasonable people. That is precisely why Heather Turner and I are running the new administrator workshop at SROA in Boston this September. We will be presenting four situations every new administrator walks into from both sides: the vendor side and the administrator side. The renewal that lands out of nowhere, the capital request that finance sends back, the service line that looks like growth but maybe isn't, and the AI tools that are pitched as a staffing fix. You run these once a decade. The vendor runs them every week. The least we can do is make sure you walk in knowing where the leverage sits.