The root causes of failed negotiations.

Medsolve Dynamics · Mar 17, 2026 · 1m · transcript

The conversation delves into the complexities of oncology capital deals, highlighting the root causes of failed negotiations and the importance of alignment between deal structure and program needs. It also explores the impact of incorrect assumptions on costs and the significance of vendor relationships in this environment.

Takeaways

Capital negotiations root causes

Alignment between deal structure and program needs

Optimistic utilization projections

Vague service expectations

KPIs not tied to patient flow

Impact of incorrect assumptions on costs

Importance of vendor relationships