In this episode of the Value Analysis Expert Series, I had the chance to sit down with Barbara Strain, Terri Nelson, and Jenell Robinson to explore a topic that rarely gets attention but carries major influence across healthcare operations. We focused on indirect spend. These are the products and services that support clinical care rather than touch the patient directly. They include rentals, courier services, waste handling, valet programs, placement agreements, and even furniture selections for clinical areas.

What stood out during our discussion is how often indirect spend decisions happen without the involvement of value analysis. When that happens, departments lose leverage, hidden costs surface later, and performance metrics are unclear. A rental contract can affect delivery times, patient flow, and emergency coverage. A courier lag can delay critical lab results. A placement agreement can trigger unexpected electrical or construction expenses. All of these influence both patient experience and financial stability.

For medtech companies, this is not a side conversation. It is a strategic advantage. Understanding how indirect spend supports your product allows you to build stronger proposals and create a smoother adoption path for your customers. When you walk into a meeting ready to discuss delivery windows, facility requirements, service expectations, regulatory considerations, and total lifecycle cost, you become a partner who reduces friction rather than a vendor who waits for someone else to connect the dots.

If you are in the business of helping hospitals deliver better care, indirect spend is part of your value story. Embrace it, understand it, and use it to strengthen every customer conversation.