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Follow on Google News | L.E.K. Study Reveals Hospitals Focused on Improving Quality Metrics to Gain Competitive EdgeSixty percent of respondents expect bigger budgets in 2013, with the highest level of spending dedicated to IT, followed by drugs/pharmaceuticals, facilities and medical devices. The most critical initiatives of hospitals’ strategic plans in 2013 continue to be “cost management,” “Hospitals are investing in mechanisms that help them improve quality metrics and outcomes and gain a competitive advantage in the marketplace, whether it is through more robust technology or unique offerings,” said Bob Lavoie (https://www.lek.com/ Purchasing Dynamics Shifting The survey tracked disruptions to the traditional healthcare models that have been underway for the past few years. L.E.K.’s survey found that accountable care organizations (ACOs) are taking hold with over 80 percent of surveyed hospitals making future plans to join or already participating in an ACO. In addition, hospitals are expanding capabilities and adopting new models, with 12 percent of hospital executives reporting their organization will likely adopt payer capabilities over the next five years. As these new models evolve, hospital purchasing decisions are changing in unison. One of the most significant purchasing shifts has been driven by hospitals acquiring physician practices. Hospital administrators and purchasing departments are centralizing more decisions and using more complex cost/benefit analyses to inform purchases. This changing dynamic has rattled the traditional sales model for MedTech companies – nearly 80 percent of administrators rank group purchasing organizations (GPOs) as having the greatest influence on their purchasing decisions, followed by distributors (50 percent) and manufacturer’ Physician referrals and preferences, though still required, are no longer sufficient in the purchasing decision relationship. Now, 75 percent of hospitals require sales representatives to make an appointment instead of dropping in on physicians. More than half of respondents (53 percent) say they limit reps’ interaction to purchasing departments only. “The MedTech sales force needs a radical new approach that ties directly to hospitals’ most pressing needs around better data, greater efficiency, cost reductions and improved quality of care,” said L.E.K. Vice President, Lucas Pain (https://www.lek.com/ Additional findings are available in the L.E.K. Strategic Hospital Priorities Study Executive Insights report (http://www.lek.com/ About the Study The fourth annual L.E.K. Strategic Hospital Priorities Study was fielded in December 2012. L.E.K. surveyed nearly 200 U.S. hospital decision makers including CEOs, CFOs, COOs, material managers and purchasing directors for the study. About L.E.K. Consulting L.E.K. Consulting is a global management consulting firm (http://www.lek.com/) ### For further information contact: Andrea Friedman Bliss Integrated Communication 212-584-5476 andrea@blissintegrated.com End
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