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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 E-Zine- February 21, 2007
Robert T. Yokl
President & Chief Value Strategist
Greetings!
“It’s Not What You Say, It’s What People Hear” That Will Make You A Supply Savings Guru.
This quote from Dr. Frank Luntz, a word wizard, clearly illustrates that the words you use to describe what you are trying to accomplish can make an enormous difference in your success as a supply chain professional.
For example, your management will react more favorably when you use the words “increase profits” vs. “reduce expenses” when describing how your new or re-invented supply value analysis program will positively impact your hospitals, systems or IDN’s operations. This is because they are really paid to increase profits, not lower expenses.
That is what they want to hear!
Language is like music. If you want to motivate or influence your management or clinicians to do something, you want to hit the right notes that will sound like music to their ears. They don’t want to hear about cost reductions, new GPO contracts and product changes. But they love to hear about bonus, time off, profit sharing, pay for performance and things that make their job easier, quicker, better and more productive.
This is music to their ears!
Your Partner in Supply Chain Savings,
Robert T. Yokl
President & Chief Value Strategist
P.S. Why not make savings come to you on a regular basis with our Innovative Savings Dashboard Solutions?!?! Guaranteed to make your job easier and more efficient! Are You Ready for the Supply Chain 2.0?
Value Analysis Team Facilitation: A Lost Art
“Meeting Time Is Decision Time, Not A Time For Idle And Redundant Discussions”
I’ve attended hundreds of value analysis team meetings in my 27 years as a value analysis consultant, trainer and coach which I believe uniquely qualifies me to say that well-designed and artfully facilitated meetings are as rare as a mink coat.
Most value analysis meetings are like “multi-headed” animals that dominate the discussion. These meetings shift and grow in differing directions, creeping and stretching meeting time and inviting poor participation that ends with overtime. Ultimately, these meetings are generally a waste of time!
If you want to avoid these negative behaviors that I just described in your value analysis team meetings, there is a simple answer to this problem call a FACILITATOR*. This is an individual who is trained in the art and science of meeting management, whose sole purpose is to:
· Allow the team to meet and interact in a structured manner.
· Encourage all team members to be active and participate.
· Help and coach team members with their projects and to find win/win solutions in all their deliberations.
· Coordinate pre-and-post meeting logistics and activities.
· Make sure team members are using classic value analysis decision tree.
· Listen, observe and intercede to ask clarifying questions.
· Help to provide direction on management of team and projects.
· Be a neutral servant of the team, but not evaluate or contribute ideas.
· Focus energy of team on the common goal of reducing supply expenses.
· Suggest alternative methods and procedures to move process along.
· Protect individuals and their ideas from attack.
Next to your team leader, this is the most important position on your value analysis team. The facilitator’s role is to navigate the team through their team meetings and your value analysis process, as they experience conflicts and roadblocks that need to be managed, rather than ignored.
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* If you would like to master this art and science of facilitation I would suggest that you purchase “The Ultimate Value Analysis System” to be found at www.strategicvalueanalysis.com where I discuss in detail how to create a well-designed and artfully facilitated value analysis teams.
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