Contracting

Question 1

what does strategic sourcing ivolve (3)

Answer 1

Spend analysis ( looking at most expesive item to see if you can get it cheaper)

• Benchmarking against peers (using GPO data)
• Vendor Selection and Contracting

Question 2

7 ways to Contracting for PPI

Answer 2

1. value analyis (dont just look for cost but the self life, functionality_
2. early device notification from surgeons
3. capitation pricing ( good for docs and admin)
4. escape single manufacture stranglehold
5. establish othropedic service line (high demand high cost)
6. demand matching (get what you need)
7. risk sharing

Question 3

3 ways to contract with non PPI

Answer 3

1. reverse aution (auction for suppliers to compete)
2. get better GPO contract
3. source from over seas

Question 4

2 ways to overcome physican - salesperson nexus

Answer 4

1. show sales rep is making more money
2. show income statement of vendor

Question 5

negotiation dos and donts with med assistants

Answer 5

dos - develop relationship, avoid dollar terms, be patient, avoid fanicial goals,

Question 6

negotiating with vendors

Answer 6

learn about the product

be prepared

use total cost analysis (not just price of good but everything that goes into it)