9 Reasons Why Cross-Selling Programs Fail
The Story of Cross-Selling Gone Wrong A couple of years ago, we were working with a company in the medical device industry that had acquired two smaller device manufacturers. Nothing new or unusual about that; it is all part of on-going consolidation in the healthcare sector. What was troublesome was their efforts at building an […]
12 Ways Hospital Buyer Behavior is Changing! Part 2
This is Part 2 of our blog that discusses 12 Ways that Hospital Buying Behavior is Changing. If you missed Part 1 Click here and the link will take you to the article. In Part 1 we discussed the Power Shift to Sophisticated Buying, Analytics & Revenue Cycle Management, Demand Management, Further Supplier Consolidation, Self-Contracting […]
12 Ways Hospital Buyer Behavior is Changing! Part 1
Remember the good old days when you could walk into a hospital and go to a specific department without a vendor credential or signing in with procurement? When physician preference mattered? When department heads or service line directors could cut a PO or sign a lease agreement? When maverick buying prevailed? Well those days are […]
