Resources

Value Selling and the Healthcare Buying Process

The healthcare buyer has moved from basing their purchasing decisions purely on clinical considerations to a balance of clinical and economic buying considerations. This shift can cause a 10-40% savings from various supply categories. To overcome this challenge, healthcare suppliers…

How to Manage an Aggressive Competitor

While the economy struggles, managers are pressured to continue growing their businesses, and some will be tempted to use price competition to spur growth. More thoughtful managers may well recognize that it is advisable to initiate price competition only in…

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