Savings Beyond Price™
Innovative Supply Savings and Quality Solutions That Work
by Strategic Value Analysis® in Healthcare
Did You Know...?
That Value Analysis Was Developed Back In the 1940's After World War II as a Way to Find Lower Cost but Higher Quality Alternative products and methods. This was Due to the Lack of Material Resources At The End of The War.
Savings Beyond Price -Weekly eNewsletter - September 10, 2008
Robert T. Yokl
President & Chief Value Strategist
Greetings!
Are You Hearing the Voice of your Customers?
The term voice of the customer or VOC is used to describe your customers’ needs, wants, desires, and their perceptions of what they need to get their jobs done. It’s only through skillful research that you can understand your customers’ unique functional requirements so that you can cost effectively design, deliver and improve the products, services and technologies they use.
From my prospective, we are too often missing the VOC of our customers in healthcare. By this statement I mean we aren’t spending enough time or energy identifying our customers. No product, service or technology has just one customer value group, since one size does not fit all customers’ requirements. Consequently, this oversight has lead to massive over-standardization in healthcare. This is costing your hospital, system or IDN hundreds of thousand, maybe even millions of dollars annually.
We see this observable fact with just about every client we work with. Just the other day, one of my consultants uncovered that one of our clients had standardized on three pacemakers, with an average cost of $6,800. When they changed their pacemaker product mix, by adding a few more pacemakers, they lowered their average pacemaker cost to $4,200. The effect! Hundred’s of thousands of dollars a year were saved simply by really listening to the VOC.
You too can achieve these kinds of savings by collecting and analyzing data to understand your customers’ practice patterns, trends and variations. You can interview your customers to really understand what they absolutely positively must have to do their jobs and observe how they use their products, services or technologies in the real world. Then and only then, will you be able to say that you truly and wholly understand the voice of your customers.
Your Partner In Savings Beyond Price™,
Robert T Yokl
Chief Value Strategist
Strategic Value Analysis® In Healthcare
800-220-4274
P..S. I’m happy to announce the release of our new Utilizer™ Dashboard Contract module that will make your contract management job a whole lot easier. I consider it a way for you to have ultimate control over all of your contracts.
P.P.S. Don’t forget to check out my new blog article “ Your Low-Hanging Fruit Has Been Picked! Now What? This blog is all about progressing beyond just price savings, and moving on to the next generation of savings productivity.
Do You Know Where Your Utilization Savings Beyond Price Is Right Now?
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