Transcript

Negotiating with vendors requires a deep understanding of business assumptions and leverage points. · Medsolve Dynamics

Yoel Bakas: You walk into the capital meeting with a clinical goal. The vendor walks in with three numbers. The average sales price from deals across the country. The service margin. in their ideal timeframe. That's the moment that leverage shifts. They are thinking about what makes them the most money and what protects their installation schedule. They have game planned moment, rehearsed it, gone to trainings, and practiced it with their manager. You, on the other hand, have been busy dealing with patients. It is why it's so important to have your business assumptions nailed down before you go in to negotiate. What is your projected volume? What is the service level you are willing to tolerate? And what does the downtime beyond the install window look like for your particular program? That's where your leverage comes from. If you want help doing that work before your meeting, Medsolve is here to help. You don't have to do this alone.