Navigating through the RFP process can be a highly stressful endevour. Access Medical Device Advisors has experience leading through dozens of RFP’s in a highly competitive segment of medical devices. Striking the balance of holding on your position and providing a concession can be a delicate balance. Understanding the leverage in an RFP negotiation is a unique skill that can make or break the final outcome. We can provide the tools and vision to assess that leverage.
Signing a contract with a provider is a significant accomplishment and typically the result of many hours of hard work, cross-functional collaboration and analytics review. However, in order to have a successful outcome and achieve the desired revenue growth the work has just begun. Anyone can sign a contract, but it is the implementation strategy and execution that will deliver a positive outcome. We provide the expertise in developing a strategy, in tight coordination with the local sales team, to leverage the terms of the agreement in not only gaining access, but also taking advantage of “on-contract” status. Tactics such as targeting influential surgeon users, properly communicating clinical advantages, surgeon and OR work shops are all options to include in contract implementation.
Appropriately setting the price for your technology is an important first step in the success of any product. Cost, competitive price levels, surgeon user support, clinical value, product life cycle, timing of next generation technology are all important factors in determing medical device pricing. We can provide the insight and market knowledge to assist your team in setting appropriate price levels.
The trend toward market consolidation coupled with the commoditization of medical devices is making it increasing difficult for new products to be introduced and utilized at hospitals and ASC’s. Our background and knowledge of the IDN landscape and unique ability to deliver the appropriate value proposition will better position your technology to be utilized at the appropriate site of care.
The key to any successful product launch or technology adoptation is how it is positioned not only within the competitive landscape, but also proper positioning within your own company’s portfolio. We can provide expertise on how to properly position your technology as a potential differentiator or “carve out” as it relates to a formulary price schedule. This will often come with a premium price given supporting clinical data and user support.
Access Medical Device Advisors has partnered with EZ Executive Search to provide top level support in building a sales organization. The Founder, Erik Zikos, is the Owner and Principal Recruiter for EZ Executive Search. Erik started EZ Executive Search in 2010 after a career in sales, management, and consulting in the medical devices sector with the goal of connecting top performers with innovative clients across Medical Devices, Pharma/Biotech, and IT. Previously, he spent 7 years on Active Duty as a US Army Officer. Erik is a graduate of the University of Rochester. https://www.ezexecutivesearch.com/index.php/pages/our-company
