As a contracted supplier, one of the hardest subjects to broach is raising prices. There is no silver bullet to getting a price increase through to an IDN, but here are a few ideas to help it go as smoothly as possible.
As one famous GPO CEO quips when approached on the subject, “I play Nancy Reagan, and ‘Just Say No!’” In this market, it’s not uncommon to face the challenge of needing to increase your prices to stay competitive or maintain profitability.
However, communicating a price increase to IDNs can be a delicate process that requires careful planning and execution.
Here are five keys to raising prices to on an IDN.