While everyone is still debating the proposed new healthcare reforms,
one thing is clear: The discussion has created an increased focus
on the price of healthcare. As a result, hospitals, laboratories
and other institutions are taking a long hard look at where they
can reduce costs and get the best value for their money.
One way that hospitals and laboratories are reducing costs is
by negotiating the best possible deals with their suppliers. In
the past, it was easy (and certainly less time consuming) to become
complacent with suppliers and the terms you may have agreed to
a very long time ago. But times have changed.
A request for proposal (RFP) can be an invaluable tool in helping
your lab get the best pricing and terms from both current and
future suppliers. But what should you include in an effective
RFP? What questions should you ask to determine a supplier's compatibility
with your institution? And how do you decide if you even need
an RFP in the first place?
Get answers to these questions and more when you attend the latest
Dark Report audio conference "Negotiating RFPs: How
to Get the Best Value for Your Laboratory" on Wednesday,
March 23, 2011.
as two experts—Molly Orluck, President of mollyorluck
enterprises and Michele Pessa, President of JeNG Consulting,
LLC—take you through the RFP process step by step. You'll
come away with a better understanding of the questions to ask
potential suppliers and how to ensure you've covered all the
bases-from terms and conditions to training to customer support
and more. You'll learn about the pitfalls inherent in the process
and find out how to avoid them, saving you both time and money
in the long run.
Orluck and Pessa will provide insights from both sides of the
equation-one from the provider side, the other from a vendor perspective.
Your lab will better appreciate what suppliers expect from the
negotiations, helping you forge stronger bonds and build better
relationships as a result.
You'll also learn about value analysis teams and the vital role
they play in successful negotiations with suppliers. Find out
what a value analysis team is, then learn the steps involved in
creating one for your lab. A value analysis team builds collaboration
and can ultimately help identify what your lab needs and which
products or services (or both!) are most likely to meet those
needs. Who should be on a team varies by institution—Orluck
and Pessa will help you determine the structure that works best
for your lab.
Whether you work for an independent lab, specialty lab or a hospital-based
group, this is one session you won't want to miss. You'll get
a comprehensive review of key issues and learn proven strategies
for developing RFPs that will lead to better terms, reduced costs,
and more productive relationships with your suppliers. So don't
today to guarantee your participation.
DARK REPORT AUDIO CONFERENCE AT A GLANCE
Wednesday, March 23, 2011
TIME: 1 p.m. EST; 12 p.m. CST; 11 a.m. MST; 10
PLACE: Your telephone or speakerphone
COST: $195 per dial-in site (unlimited attendance
per site) through 3/11/11; $245 thereafter
TO REGISTER NOW:Click
here or call 1-800-560-6363 toll-free
are the criteria for deciding whether or not you actually need
an RFP for a project?
What should be included in the RFP?
What is a value analysis team and how would your laboratory
go about putting one together?
are the selection rules and responsibilities of a value analysis
Which financing options are right for your lab: purchase, lease,
capital lease, rent, rent-to-own, something else?
How can your laboratory achieve a win/win relationship in negotiations
2. Call toll free: 800-560-6363. Your
audio conference registration includes:
site license to attend the conference (invite as many people
as you can fit around your speakerphone at no extra charge)
PowerPoint presentations from our speakers
full transcript emailed to you soon after the conference
opportunity to connect directly with our speaker during the
audience Q&A session
Now!Or for more information,
call us toll-free at 800-560-6363.
Orluck is a healthcare executive with proven
success leading broad laboratory and supply-chain operations.
Her approach to developing people and building team
cohesion is reflected in her work both at the local
and national healthcare levels. Over a 29-year laboratory
career integrated with supply chain, she was the Supply
Chain Senior Program Director of Cardiology, Laboratory,
Imaging, and Capital Services for Ascension Health.
Prior to this Ms. Orluck held multiple laboratory management
positions, from satellite laboratories to site director
for a health system (seven hospitals, three freestanding
laboratories). She is a global thinker while being mindful
of local/individual/system impacts, management, human
resource, and communication skills. These unique qualities
have had a positive impact in building strategic business
alliances with executives, physicians, suppliers and
others. Ms. Orluck is also recognized for her ability
to negotiate unprecedented laboratory contracts while
achieving positive customer and supplier relationships.
Michele Pessa is an
independent consultant and President of JeNG Consulting.
Previously she was Executive Director, U.S. Clinical
Sales at a leading in-vitro diagnostics supplier. Ms.
Pessa was a key member of the management team that grew
the company from its incubator stage to one of the top-10
diagnostic companies globally. She successfully developed
and grew a corporate-accou
nt business that resulted
in significant market share growth for her company.
Ms. Pessa played a key role in establishing contracting
strategies that included value solutions and win/win
relationships with her customers. She and her team successfully
negotiated contracts with Broadlane, Premier, MedAssets
as well as over 100 IDNs. Her prior marketing experience
allowed her to participate in product design and customer-focused
development that insured clinically relevant products
and solutions for the healthcare community. Ms. Pessa
received BS degree in Health Science from Northeastern
University. She is a member of DxMA, ASM and AMP and
was a Microbiology Supervisor before transitioning to
the diagnostic industry.
Continuing Education Credit
The American Association of Clinical Chemistry (AACC) designates
this program for a maximum of 1.5 ACCENT® credit hours towards
the AACC Clinical Chemist’s Recognition Award. AACC is an
approved provider of continuing education for clinical laboratory
scientists in the states of California, Florida, Louisiana, Montana,
Nevada, North Dakota, Rhode Island, and West Virginia.