Transcript Slide 1

What Goes
Around Comes
Around
October 25, 2007
Confidential – Not For Distribution
Objectives:
 Define the roles of the team, tools, and structure in
contracting
 Define what needs to be included at each step of the
way
 Define the role of the GPO
 A few thought for the future
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Confidential – Not For Distribution
Hospital’s Role in Contracting Regardless Of The Model
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Define Who Needs to be Involved in Process
Define Role’s of those involved
Define all costs
Define Deadlines
Coordinate with GPO
Define Vendors
Coordinate End Results
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Confidential – Not For Distribution
GPO Role in Contracting
 GPO’s continue to find different ways to add significant value.
 GPO’s continue to find different non-traditional areas to bring
value.
 GPO’s differ on whether to offer multi-sourced or single sourced
contracting options.
 GPO’s differ on strategies for contracting individual and/or
custom contracting.
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Confidential – Not For Distribution
Confusing models exist for us all
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Self contract
Large IDN’s
Small IDN’s
Individual Hospitals
GPO Model
Non-GPO Model
Hybrid Model
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Confidential – Not For Distribution
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Develop contracts for IDN
GPO and self contracting
GPO and self contracting
GPO and self contracting
GPO contracts only
Hospital contracts only
Best of all worlds
What needs to be done?
 RFP- Request for proposal to define the exact needs carefully
• General information
• Specifications for the proposal
• Any technical requirements?
• Pricing?
• Any legal information or documents
• Any documents to be included in the appendices?
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Confidential – Not For Distribution
After RFP received Negotiation begins!
 Negotiation
• Team approach with all interested parties
• All items are included in the contract:
 terms
freight
cancellation clauses
education & training
Returns
 bio-med support
 warranty
 others?
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Confidential – Not For Distribution
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Confidential – Not For Distribution