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Posted on March 15, 2017

MaineHealth Uncovers Savings In Purchased Services

By Luis Soto and Emil Layacan

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Posted on February 22, 2017

Why You May Not be Getting the Best Price on Furniture Procurement and What to do About it

Are you averaging 13% to 17% savings in furniture procurement?  If not, read on because I have a process that will help you drive more savings in this area.

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Posted on January 12, 2017

3 Ways e-Negotiation is Different From a Reverse Auction

If you are looking for ways to dramatically decrease the costs of purchased services, you may want to consider eSourcing as a way to do this. There are two types of eSourcing solutions you may consider which and at first glance appear very similar; however, there are some key differences that could impact the results of your negotiation in more complex spend like Purchased Services.

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Posted on December 19, 2016

Why Most Purchased Service Benchmarks Don’t Work & What You Can Do About It – Part II.

Last time, we discussed why Purchased Services benchmarking requires a unique analytical approach that differs from the process of simply comparing product costs, and Medpricer’s Five Factors™ which allow for more accurate benchmarking.

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Posted on December 5, 2016

Why Most Purchased Service Benchmarks Don’t Work & What You Can Do About It.

Throughout my nearly ten years managing purchased service sourcing initiatives for health systems across the country, I’ve been provided countless third-party reports labeled as “purchased service benchmarks”. I’m asked to use these reports to set internal expectations, to use as part of the negotiation strategy, or to use as a cost comparison for a financial analysis. My clients purchase or...

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Posted on November 29, 2016

How to Process More Contracts with Scarce Resources

Stop me if this routine sounds familiar: It's 9 AM; you walk into the office, knowing exactly which tasks are on your to-do list for the day and with a clear plan of how you intend to tackle them.  You say, "no problem – taking care of these today should be a piece of cake."  You check your voicemail.  The emails start coming in.  Your boss requests a meeting.  Next thing you know, it's 6 PM...

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Posted on November 15, 2016

3 Ways to Take Control of Your Purchased Services Costs

As a result of the recent election, there is chaos in the healthcare industry. During his campaign, President-elect Donald Trump has promised that when he comes into office one of his top priorities will be to repeal the Affordable Care Act which could leave millions of people without insurance. But already he is back peddling and recently indicated that he may keep parts of Obamacare intact....

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Posted on November 3, 2016

How to Manage Contracts That Add Value

The Nobel Prize for Economics was just awarded to two individuals “for their contributions to contract theory.”   A Nobel Prize for contract management, can you believe it?  Oliver Hart and Bengt Holmström’s key takeaway for their Nobel Prize is recognizing that the relationship between two parties in a contract is based on the contract being mutually beneficial and that each party is best...

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Posted on October 13, 2016

9 Powerful Sourcing Best Practices for Wildly Successful Savings Initiatives

We work with a number of companies that strive to have the most successful savings outcomes as possible. Recently, we negotiated $32 million in savings for a customer, 23% off their current costs, which significantly impacted their bottom line. As a part of our eNegotiation results report, I outlined the following best practices that were put in place to help them to maximize the savings...

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Posted on September 30, 2016

8 Solutions to Common Contracting Dilemmas in Purchased Services

In this blog series so far, I have shared that negotiating Purchased Services category is a heck of lot different than med/surg, physician preference items, capital and non-clinical commodities. Plus you can encounter lots of roadblocks along the way that can prevent you from realizing huge savings.  My first two posts shared these common dilemmas and now I am going to share eight useful ways...

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