What Goes Around Comes Around

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What Goes Around Comes Around

• October 25, 2007

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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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Hospitals Role in Contracting Regardless Of The
Model

• Define Who Needs to be Involved in Process
• Define Roles of those involved
• Define all costs
• Define Deadlines
• Coordinate with GPO
• Define Vendors
• Coordinate End Results

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GPO Role in Contracting

• GPOs continue to find different ways to add
  significant value.
• GPOs continue to find different non-traditional
  areas to bring value.
• GPOs differ on whether to offer multi-sourced or
  single sourced contracting options.
• GPOs differ on strategies for contracting
  individual and/or custom contracting.

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Confusing models exist for us all

• Self contract
• Large IDNs
• Small IDNs
• Individual Hospitals
• GPO Model
• Non-GPO Model
• Hybrid Model

• 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

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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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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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