Savings Beyond Price™
Innovative Supply Savings and Quality Solutions That Work
by Strategic Value Analysis® in Healthcare
Did You Know...?
That Value Analysis Was Developed Back In the 1940's After World War II as a Way to Find Lower Cost but Higher Quality Alternative products and methods. This was Due to the Lack of Material Resources At The End of The War.
Savings Beyond Price -Weekly eNewsletter - January 14, 2010
Robert T. Yokl
President & Chief Value Strategist
Why Good Hospital Supply Savings Ideas Die!
Greetings,
How many good savings ideas have you had that have died an untimely, unpleasant and premature death? How many hospital supply savings dollars have been wasted because you couldn’t sell your ideas to your customers and stakeholders? How many of your best ideas have withered on the vine for years and then died a slow and painful death?
Lee Iacocca, former head of Chrysler once said, “You can have brilliant ideas, but if you can’t get them across, your ideas won’t get you anywhere”. This is the reality and the challenge that hospital supply chain professionals face everyday in their quest to save money and reduce expenses for their healthcare organization.
Case in point! Last year I talked to a hospital material manager who told me that his docs wouldn’t permit his hospital to recycle ANY of their products (at an average 50% savings) since they believe it will reduce the quality of their procedures. When I told him that thousand of hospitals are doing so without any quality issues his answer to me was that he couldn’t sell this idea to his docs so he was going to pass on this good savings idea. This is a hospital supply savings opportunity that was wasted!
Don’t let your good savings ideas go to waste when you can have the powers of persuasion and sales skills to push through any and all obstacles to reach your goals. This metamorphosis starts with three time-tested tactics:
1. Understand Your Customers
You need to talk to your customers to understand their wants, needs and desires. Why do they fear the change you are proposing? Is it that they don’t understand your proposal? Can’t see the benefits your proposal brings to them? Or, they don’t want to go through the hassle of the change? Wherever the reason, it’s your job to find out why they are resisting change, then strategize to meet their requirements exactly in order to facilitate the change you are proposing.
2. Build a Business Case
No one likes to change, so you need to build a compelling rational business case for change (operationally and financially) that makes sense to all involved parties. The best case for change should have these three elements: It would make your customers job EASIER, BETTER and SAVE MONEY too! If you can’t meet these three criteria, maybe it isn’t a good idea after all!
3. Establish Credibility
If you know what you are talking about and have strong relationships with your customers then they will trust you when you make a savings proposal to them. If not, you will need to demonstrate that you have their best interest in mind before change can happen. Without credibility you lose!
We can’t afford to WASTE GOOD SUPPLY SAVINGS IDEAS any longer if we are to reduce our supply cost to the lowest levels possible. We must learn from our past mistakes and then incorporate new and better persuasion tactics into our savings presentation so that we win more yes’s, than no’s in the future.
Your Partner In Savings Beyond Price™,
Robert T Yokl
Chief Value Strategist
Strategic Value Analysis® In Healthcare
1-800-220-4274
P.S. Isn’t it about time that you invest in value analysis project management software to manage and control your hospital value analysis program? Why just let things happen in an unplanned manner, when you can maximize your savings efforts 10-fold by organizing to save.
NEW SUPPLY SAVINGS COMIC!
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Breakthrough Game Changing Book is Yours for FREE!
Healthcare Supply Utilization Revolution
Read this book and in a few weeks save more money than you have in years. Sounds unbelievable? Robert T. Yokl and Robert W. Yokl, healthcare’s leading authorities in Supply Utilization Management, have helped hundreds of hospitals, healthcare systems and integrated delivery networks to saved close to a half billion dollars by employing the same utilization management strategies, tactics and techniques that they will teach you in this book.
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