Latest / Medsolve Dynamics / The root causes of failed negotiations.
Transcript
- Yoel Bakas: For 20 years, I sat on the vendor side, structuring oncology capital deals. Capital negotiations can fail at the contract stage, but often the root cause starts way earlier. There is no alignment between what the deal structure is and what the program needs actually are. Utilization gets projected optimistically. Service expectations stay vague. and KPIs are not tied to real patient flow. If you don't get assumptions right up front, you pay for them after go live. And that gets expensive, fast. In this environment, vendor relationships need discipline, just enthusiasm.