Latest / Medsolve Dynamics / Why Vendor Proformas Don’t Survive Year Two: A Capital Decision Reality Check
Transcript
- Yoel Bakas: A proforma given to you by a vendor to justify the ROI of your program or a purchase is the very definition of a fox in the hen house. It doesn't matter if you're considering buying a new LINAC, expanding your service lines by adding something like Theranostics, or taking advantage of extra capacity by adding a benign disease program. The math has to work. Making sure the math is custom to your program, your needs, your volume, and your payer mix is critical to success. Take Theranostics as an example. programs are considering adding Theranostics right now. But it's important to consider the things that vendor proformas don't cover. Who's covering supervision when the radiopharmaceutical goes in? whether your authorized user is on-site or three time zones away. Infusion days that collide with your regular treatment, And staff that hates infusion days. And the staffing model never accounted for either one of those. I sat on the vendor side selling these programs. The proforma is built to win the capital approval. It is not built to defend the margin in year two. Absolutely, you should add that service line. Just rebuild the Performa against the operational reality.