Negotiating Service Contracts In 2012
By: Matthew N. Skoufalos
One of the most difficult processes for any biomed department is the negotiation of service contracts. With so many masters to serve, decision-makers often get hogtied by any number of stakeholders—clinical, purchasing, the C-suite and vendor reps, to name a few. Without a clear exit strategy, the entire exercise can be downright impossible to navigate. This month, (January 2012) Medical Dealer Magazine consulted with a handful of veteran table talkers to find out the key areas on which to focus when structuring a win-win contract.
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