Healthcare Procurement Value Analysis and Clinical Buy- In
Published 9/2026
Created by Ganesh Ravikumar
MP4 | Video: h264, 1280x720 | Audio: AAC, 44.1 KHz, 2 Ch
Level: All Levels | Genre: eLearning | Language: English | Duration: 43 Lectures ( 4h 35m ) | Size: 1.2 GB
How hospitals really decide what to buy - value analysis, physician preference items, and evidence that changes minds
What you'll learn
Structure and run a value analysis team, from new product request through to a decision that gets implemented Grade clinical evidence for medical devices and state honestly what the literature cannot establish Build an evidence pack that a committee can read in ten minutes and a clinician will trust Handle physician preference items using the management approaches that hold over years, not quarters Design a product trial with defined success criteria, a patient group and a stopping rule Calculate total cost of ownership for clinical devices and capital equipment instead of comparing prices Match contract term and sourcing structure to how volatile the market for that product actually is Use committed volume and clinician co-signature to change what suppliers will offer you Run the conversation that gets a clinician to commit to standardisation rather than comply with it Apply gainsharing and bundled payment incentives to align clinical and financial objectives Manage vendor credentialing, sales representative access and declared conflicts of interest Deliver a 90-day plan that takes one category through a full value analysis cycle to a measured resultRequirements
No clinical background needed. Every medical term used is explained when it first appears. Some exposure to purchasing, procurement or supply chain work helps, but is not required. A spreadsheet tool if you want to build the total cost of ownership models along with the course. Useful if you work in or sell into hospitals, but the material stands on its own.Description
This course contains the use of artificial intelligence.
AI is used to reframe the words, fixing spelling mistakes and grammatical mistakes and audio conversion.
A surgeon chooses the implant. The finance office pays for it. The patient receives it. Almost everything difficult about buying for a hospital follows from those three sentences, and no amount of negotiation training prepares you for it. This course teaches the craft of healthcare value analysis - the discipline hospitals use to decide which products actually earn their place in patient care. It is a practical course, built for people who have to make these decisions or influence them, not a survey of the field.
You will learn how a value analysis team is really structured and why each seat at the table exists, how to run the meeting so one contentious product does not consume the session, and how to design a trial that ends in a decision rather than a quiet approval. You will learn to grade clinical evidence honestly, which matters more in this sector than most, because medical devices are frequently cleared by showing equivalence to an existing product rather than through large trials - so the evidence you need often does not exist and you have to say so. A full section covers physician preference items, the expensive, contested categories in orthopaedics, spine and cardiology where equivalent products carry very different prices. Ten management approaches are ranked by which ones hold over years rather than which look best in the first quarter. You will build a total cost of ownership model and discover that acquisition price is roughly a third of what a clinical device really costs. You will structure contracts to match how volatile a market actually is, rather than defaulting to three years for everything.
The centre of the course is the conversation with the clinician, because that is where standardisation programmes succeed or fail. You will learn why opening with price reliably loses, what to send before the meeting, and the five sentences that end a programme in a single line. Running through it is a published case from a United Kingdom hospital trust that cut stent prices from £800 to £315, implantable defibrillators from £22,000 to £12,000, saved £1.4 million, and treated 274 patients rising to 2,105 - achieved by having lead consultants co-sign the tender documents.
Examples come in dollars, pounds and rupees, from a six-hospital United States system, an Indian hospital trust, a teaching hospital and an ambulatory surgery centre, so the material lands wherever you work. If you sell medical devices rather than buy them, this course shows you exactly how your customer decides. Enroll and start with Section 1.
Who this course is for
Hospital and health system procurement, purchasing and supply chain professionals Value analysis coordinators, clinical resource managers and anyone joining a value analysis team Procurement and supply chain professionals moving into healthcare from another sector Nurse leaders, physician advisors and clinical staff who sit on product review committees Medical device and medtech sales professionals who need to understand how their customer decides Healthcare administration and supply chain students wanting the practitioner's viewHomepage
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