As providers consolidate, the role of value analysis teams will evolve. Large and growing IDNs will increasingly centralize purchasing decisions, removing waste and unnecessary spend that has limited clinical and economic value from the system.

Strategic suppliers will need to evolve their customer engagement model from being focused on a transactional relationship to becoming a trusted strategic advisor. Suppliers aiming to accomplish this goal should follow these steps: Recognize that product value will not always translate to customer value, make trade-offs, and focus on improving performance.

Find the rest of the steps suppliers should follow HERE.

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