What is a PO test and why does MedBridge recommend it?

A PO test is a pre-launch verification where you process a purchase order with no charge and no product, simply to verify that the ordering system, pricing, and distribution flow actually work. It's a small step that prevents enormous headaches on go-live day.

How long does contract implementation support typically last?

The critical launch window is the first 90 days after contract go-live. MedBridge builds a 30/60/90-day roadmap covering distributor alignment, sales enablement, member communication, and adoption tracking, with ongoing monitoring to catch problems before they become patterns.

Medical Device Contract Implementation

Q: Why do most GPO contracts underperform after award?

GPOs launch 20 to 40 contracts at once. If you're not actively driving awareness, training, and adoption in the first 90 days, your contract becomes yesterday's news. Members don't know it exists, distributors aren't aligned, and your sales team hasn't been equipped with the right materials or talking points.

The Challenge

You worked hard to win the contract. Your team is celebrating. And that's exactly when momentum starts to slip.

GPOs launch dozens of contracts simultaneously. Yours is one of many. If you're not actively driving awareness, training, and adoption in the first 90 days, your contract becomes yesterday's news. Members don't know it exists. Distributors aren't aligned. Your sales team hasn't been equipped with the right materials or talking points. And nobody is tracking whether any of this is happening.

The pattern is painfully common: a company invests months in the RFI/RFP process, wins the award, and then moves on to the next deal. Six months later, utilization is a fraction of what was projected. The GPO contract manager is frustrated because they went to bat for you and nothing materialized. And your field reps are still selling the way they were before the contract existed.

There's nothing more frustrating from the GPO side than getting a company the contract and having no one make the calls.

Clinicians in scrubs and a suit discuss around a table with a tablet in a hospital

What We Bring

We treat contract implementation as a structured project with clear milestones, not an afterthought that gets handed off to whoever has bandwidth.

Before the contract goes live, we build a 30/60/90-day launch roadmap that covers every stakeholder.

Distributor alignment with 30 to 60 days lead time for pricing and inventory positioning
Sales team enablement with territory-specific targets, tier information, GPO field contacts by zip code, and talk tracks
Member communication working with the GPO to announce the award and create awareness
Adoption tracking and monitoring utilization from day one to identify and address problems early
Pre-launch PO testing to verify ordering systems, pricing, and distribution flow before go-live
Implementation playbook documentation so your next contract launch is faster

Person points at project timeline Gantt charts on dual monitors while another types

What You Walk Away With

A detailed implementation plan with owners, deadlines, and accountability. Sales enablement materials customized by territory, not a generic national deck. Distributor alignment documentation. Member communication templates and launch materials. An adoption tracking framework with early warning indicators. And a playbook that documents the entire implementation so your next contract launch is faster.

Two nurses in uniform review a medication bottle beside a monitor in a hospital ward

Who This Is For

Companies with recently awarded contracts at any level: GPO, IDN, or RPC

Organizations with a pattern of winning contracts that underperform

Suppliers launching into new contract vehicles for the first time

Anyone who's heard "the contract isn't performing" from their GPO partner

The 90-day launch window and the 4-step implementation playbook are recurring themes in our Tuesday Talks with Toomey series. Dan Toomey breaks down each phase with specific tactics in multiple episodes.

Ready to Get Started?

Tell us about your upcoming contract launch. We'll help you build the plan that turns the award into revenue.

Schedule a Meeting

Or call us directly: 443-277-2302

GPOs Launch 20 to 40 Contracts at Once. Yours Has 90 Days to Matter.