Strategic Accounts ShareGroup


Strategic Accounts ShareGroup Takeaways

September 2018

The Strategic Accounts ShareGroup met at the 2018 Streamlining Healthcare Expo & Business Exchange to discuss the changing landscapes of GPOs and health systems. Facilitators Dennis Daar of Medical Strategies International and Tom Sweatt of Encompass Group met with strategic account managers and executives who provided key insights for participants. These include:

Consider collaborating with both GPOs and IDNs

  • Getting on a GPO contract only gets you a starting point, but there is no guarantee for business.
  • Suppliers who want to build business in health systems need to cultivate relationships at both the GPO and IDN level: “The GPO gets you the IDN, and the IDN gets you the GPO.”
  • Working with GPOs only will get you a transactional relationship, but it won’t make you a partner. Working with both GPOs and IDNs can help facilitate a closer relationship and better compliance.

Work with IDN value analysis committees to earn trust

  • Value analysis committees play a key role in IDN supply chain decisions. These committees look for credible third-party data that tie product choices to outcomes.
  • The committee also plays a key role in ensuring patient safety and dollar savings. Suppliers have to work with the committee to earn their business and encourage compliance.

Small suppliers do have a chance when bidding against large companies

  • They can utilize third-party data to show the value of their solutions, which decision-makers view as credible.
  • They can take advantage of GPO and IDN programs designed to promote supplier diversity and innovative technology.

Performing a business review with your GPOs is key

  • Quarterly business reviews with key provider accounts are very valuable. Setting and managing short-term goals is important: “The conversations are all about driving utilization down and outcomes up.”
  • Suppliers are asking GPOs to help them drive business after agreements are signed. They are looking for GPOs that are willing to be business partners, not just price negotiators.
  • Managing multiple levels of GPO and health system contracting can be a challenge for suppliers.