How do you leverage value analysis committees to influence capital equipment decisions?

2 Build relationships with VAC members and champions

The second step is to build relationships with VAC members and champions, who can advocate for your solution and influence the committee's decision. Identify the key decision-makers, influencers, and gatekeepers in the VAC, and reach out to them early and often. Provide them with relevant information, education, and support, and demonstrate how your solution can help them achieve their goals and solve their problems. Also, find and nurture champions within the organization, such as clinicians, managers, or executives, who can endorse your solution and share their positive experiences and results with the VAC.

3 Deliver a compelling value analysis

The third step is to deliver a compelling value analysis that showcases the clinical and economic benefits of your solution. Prepare a clear, concise, and customized presentation that highlights the features, advantages, and benefits of your solution, and how it compares to the current standard of care or alternative options. Use data, testimonials, case studies, and demonstrations to support your claims and address potential objections. Focus on the value drivers that matter most to the VAC, such as patient outcomes, safety, quality, efficiency, cost savings, or revenue generation.

4 Follow up and overcome barriers

The fourth step is to follow up and overcome barriers that may arise after your value analysis presentation. Stay in touch with the VAC members and champions, and provide them with any additional information, clarification, or evidence they may request. Anticipate and resolve any issues or challenges that may delay or derail the decision, such as technical, regulatory, legal, or contractual matters. Also, monitor the progress and status of the decision, and keep your stakeholders informed and engaged throughout the process.

5 Negotiate the contract and terms

The fifth step is to negotiate the contract and terms once the VAC has approved your solution. Work with the procurement department and the VAC members and champions to finalize the details of the contract, such as the price, volume, discounts, warranties, service, training, or incentives. Aim for a win-win outcome that satisfies both parties and creates long-term value. Also, ensure that the contract is aligned with the value analysis and the VAC's goals and criteria, and that it reflects the value and benefits of your solution.

6 Maintain and grow the relationship

The sixth step is to maintain and grow the relationship after the contract is signed and the solution is implemented. Provide ongoing support, service, and education to ensure that your solution delivers the expected results and meets the VAC's needs and expectations. Solicit feedback, measure performance, and report outcomes to demonstrate the value and impact of your solution. Also, look for opportunities to expand or renew the contract, cross-sell or upsell other solutions, or generate referrals or testimonials from the VAC or the organization.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?