The Right RFP Set the Stage for a Winning Deal
Part 1 of this tip series showed how stakeholder surveys can help align interests early in the hospital process for selecting new medical, lab and IT equipment (aka “capital” including service and consumables). Stakeholder survey data on product requirements, priorities, and brand preferences across departments can uncover opportunities to consolidate purchases without sacrificing functionality, provider satisfaction or overall value. Consensus among stakeholders to select one supplier and product(s) across departments, can unlock significant savings and operational value.
The next step is to build an RFP that gets stakeholders the information they need to make a confident decision.
Use Stakeholder Consensus to Increase RFP Effectiveness
Most hospital RFPs fall short: they’re broad, generic, and filled with standard questions that make it too easy to give safe, often vague answers supported by supplier claims vs. hard data. A hard-hitting RFP is different. It uses precise, targeted questions requiring detailed responses, avoids “softball” prompts that obscure product limitations, and pushes suppliers to offer their most competitive pricing. It also raises the stakes for suppliers with more financial upside for the winner, and downside for the losers.
Hospital Saves $8 Million Implementing this Strategy
One Miga client recently used consensus to standardize the purchase of new CT scanners to replace their existing fleet. Three departments (Radiology, Emergency, Oncology) had approval to buy new CTs from three different suppliers. After survey data showed stakeholder willingness to consolidate CT purchases with one supplier, the original RFP was scrapped and replaced with a more hard-hitting one. It set up a $38 million winner-take-all competition for (19) CTs and service contracts for the winning supplier. The outcome was equally exciting for the hospital with $8 million in savings (16%) plus substantial operational gains over the six-year contract term.
Continue Reading this Series
Part 3 of this tip series breaks down how the hospital negotiated their $8 million windfall.
Miga Solutions provides the most accurate and actionable pricing information, enabling hospitals to lower their medical equipment total cost of ownership (TCO) by 12-16%. Contact us to learn more about how your hospital can save.