How to Leverage the Tightening Hospital/Physician Relationship

How to Leverage the Tightening Hospital/Physician Relationship
In anticipation of leveraging conversations with surgeons at AAOS' Annual Meeting, this column focuses on major trends reshaping the device company and provider relationship. Each of these trends represent opportunity for orthopedic companies.

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Innovation and Surgeon Advocacy Key for Small Company Success in Purchasing & Value Analysis Navigation

Innovation and Surgeon Advocacy Key for Small Company Success in Purchasing & Value Analysis Navigation
Patrick Vega's quarterly column is intended to prompt orthopedic device company thinking beyond price by better understanding the provider environment and by pursuing provider partnerships that convert one-time sales into long-term strategic and trusted partnerships. He explores core elements of hospital value analysis and purchasing, and ways that your sales channel can successfully navigate the processes.

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Opportunity in Value-Based Care Lies in Impacting Quality

The mid- to long-term future will require increased evidence to support pricing and value by device companies. It can be contended that broader thinking and strategic response around quality might actually create opportunities for sustained and growing market share for OEMs, as well as greater value for customers-hospitals, physicians and patients.

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Capitalize on These Opportunities in the Emerging Outpatient Surgery Market

In this fourth installment of his quarterly column, Patrick Vega of Vizient Advisory Solutions provides a description of ambulatory settings and strategies, and suggests ways that device companies can capitalize on the shift from inpatient surgical settings to hospital outpatient departments, ASCs and outpatient sites of care. Contributors to this article hypothesize that device companies that better understand the outpatient setting can more effectively adapt their products, services and support to meet customer needs.

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Hospital Trends: What Hospitals Want Orthopedic Manufacturers to Know

As hospitals, health systems and their associated provider environments become ever more complex, traditional approaches to establishing relationships, selling products and servicing accounts have become less effective. OEMs that endeavor to both understand the customer environment, in its full continuum, and meaningfully invest in a partnership with providers can be rewarded with market share growth, reciprocal value and more permanence in their relations with providers and IDNs.

The Future of Spine Care: Rethinking Collaboration Among Hospitals, Physicians and OEMs

The future for spine care is bright, but will require strategically rethinking traditional business practices with a greater emphasis on collaboration and more intimately understanding the respective products, services and goals for each stakeholder: providers, physicians and OEMs.