Step 1 of 4
Creating accountable small group of commercial & clinical leaders to have focused meetings with SC/MD leaders of the IDN to drive mutual value for both the organizations.
Suppliers aligned with providers from some type of risk component.
Suppliers share retrospective data; contracts based on spend alone.
Reactive approach to supply management (e.g., need more inventory because demand planning data is not available). No risk sharing contracts, no tracking of usage performance
Regular cadence of business review meetings with SC and MD leaders to understand IDN priorities and jointly discuss commercial and clinical models. Partners in business model innovation (BMI) to look beyond price and drive meaningful growth & achive contract compliance. Definded processes for clinical and commercial partnerships (e.g. outcomes protection programs/Value based programs), Executive engagement as nedded.
Some risk share arrangements may be in place; alignment with provider and physicians on product decisions and efficiencies (e.g., block schedules).
No/limited risk share agreements. Siloed approach in contraction with the providers for supplies / equipment. Some data available for demand planning from the provider (may be provided by provider or collected based on purchase history).
Limited or no understanding of capital planning and supply forecasting across IDN. No risk sharing/ outcomes protection agreements. Only transactional approach in supplying products as per the provider demands.
Full data visibility for current device / equipment analysis and future demand planning across IDN. Recommendations to the IDN for adoption of tech to drive growth, efficiency & outcomes.
Fragmented visibility of device/ equipment analysis data for future planning across IDN to drive growth, efficiency and outcomes.
Technology is internal focused but there may be applications to support a more strategic approach (e.g., some quality data) to improve provider efficiency and suggest growth opportunities.
No visibility to device/ equipment analysis data for medium to long term planning across IDN to drive growth and efficiency. No usage of market scan reports for growth opportunity suggestions.