Elective Procedures Post-COVID; Helping Hospitals Drive Efficiency

COVID-19 paused elective surgical procedures across the country, with some reopening happening only within the past couple of weeks.  While this created short-term pain for health system profitability and device manufacturers, BCE clients are asking how this may drive opportunity in the back half of 2020.  Many are being proactive in figuring out how to … Continue reading Elective Procedures Post-COVID; Helping Hospitals Drive Efficiency

Beyond the Surgeon: Value-Based Selling in Medical Devices

Medical device decision making has never been more varied among health systems.  There is a routine struggle between physicians and value analysis committees (VACs) on price and total value.  For many device companies this means the customer is no longer just the surgeon or implanter.  It means great technology alone will likely not be enough … Continue reading Beyond the Surgeon: Value-Based Selling in Medical Devices