Value Analysis isn’t only about clinical evidence and financial metrics. It’s also about trust, communication, and the relationships that drive decisions forward. In our recent webinar, our panel of Value Analysis leaders shared their perspective on what it takes to move beyond transactions and build true partnerships.
Trust is the foundation
“Honesty goes a long way, so we don’t get to the end and say, ‘I thought you said this was approved for X.’ Sometimes you may not make a sale right away, but you build a relationship that lasts.” – Barbara Strain
Relationships outlive individual product evaluations. A supplier who shows transparency and earns trust will be remembered when the right opportunity arises.
Communication matters
“Don’t be afraid to introduce yourself to the value analysis professional. They will help guide you to the right people. That relationship is how you avoid wasting time and energy on the wrong path.” – Jenell Robinson
Value Analysis teams act as bridges between departments. Open communication ensures that suppliers can align with real needs and avoid friction in the process.
Respect the process
“Know your resources. If I call you, I need you to connect me to the right person quickly. That shows respect for our process and keeps things moving.” – Terri Nelson
Decision makers want partners who understand their world and work within it. Respecting timelines, processes, and stakeholders helps suppliers build credibility.
Moving from vendor to partner
When suppliers focus on building relationships, they shift from being seen as one of many vendors to being trusted partners. That shift not only improves adoption outcomes, it opens the door to longer-term collaboration across the care ecosystem.
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