Indeed, the operating room is a resource-intensive department, says Ed Robinson, system vice president, supply chain services at OhioHealth, Columbus, Ohio.
"The dollars under contract [in the OR] are usually much more significant than most other departments," he
"Savings opportunities of several hundred thousand dollars annually are frequently identified and have much higher visibility within the organization."
Nature of the beast
The value of a healthy relationship between the surgeon and the vendor should not be underestimated, says Robinson
"The best sales reps are highly responsive, provide educational expertise and always come through with products and instrumentation in a pinch.
, we want to utilize the expertise of sales reps in an appropriate manner that complements our internal processes and structure, but does not create a critical dependency," he
"To sustain participation [in technology committee meetings], the physician must derive value from his
involvement," says Robinson
"Physicians want a place to practice medicine that is safe, efficient, user-friendly and provides a healing environment," adds Robinson
This means providing them with a greater say in how the organization is run.