Price Is Not the First Conversation

The Challenge

The Value Analysis Committee is where products are approved or rejected inside a health system. It's also where most suppliers get it wrong.

The typical approach: lead with price, submit a product brochure and a few data sheets, and hope the clinical champion in the room carries the conversation. But VACs today can include seven to fifteen people, from supply chain and procurement to clinical educators, department heads, facility managers, and even environmental services depending on the product category. Each stakeholder evaluates something different. The clinician cares about patient outcomes. Supply chain cares about total cost of ownership and conversion logistics. Procurement cares about compliance and contract alignment. The CFO's office cares about downstream revenue impact and reimbursement.

There's a harder version of this problem, too: even when your product is clearly superior, you may be going up against a committed program or an existing contract. In those cases, the value analysis conversation isn't just "is this product good?" It's "is this product different enough to justify the disruption, the conversion fatigue, the staffing implications, and the risk of breaking an existing agreement?" That's a much higher bar, and you need to be prepared for it.

What You Walk Away With

A complete VAC submission package tailored to the specific committee you're presenting to: a Value Analysis Executive Brief designed for quick committee review, a Clinical Review Packet that presents your evidence the way committees evaluate it, and an Economic Value Proposition with clear assumptions that will survive scrutiny. An operational impact assessment that addresses implementation concerns before they're raised. Stakeholder talking points and an FAQ document for your clinical champions. And the confidence that you've anticipated the hard questions, including the ones about committed programs and competitive contracts.