This report originally appeared in the December 2009 issue of DOTmed Business News, now online.
Recently, I was working with a group as we planned to purchase medical imaging capital equipment for a radiology center. I was there to review the items and to provide a critique of the business planning justifying the purchases. It's what I do. I assist centers with their business development and technology assessment.
If you've read any of my editorials, you're aware that I ask buyers to plan and build a requirement for the capital equipment they need which is based on demographic data, a technology specification based on the described need and a healthy comparison of new and pre-owned equipment. I challenge end-users to purchase what they need based on a plan, not on what they want and to focus on outcomes rather than matching competitors machine for machine.
During the meeting the administrator said to me, "It's all about price now, isn't it?" That question, almost a statement, was a reflection on the many events of 2009 that have challenged providers of health care services and shaped expectations for 2010.
Since I'd been thinking about next year, I was ready to answer. I said,
"There's nothing more incorrect as we head into 2010. It's not about price. It is about patient care."
The price question was understandable. 2009 has been a difficult year for buyers and sellers alike. Faced with the largest recession in decades, unemployment at more than 10%, the retraction of the capital markets, the tightening of credit making leasing capital equipment at times impossible and with Congress pushing for what appears to be crippling health care reform, it's hard not to be less than optimistic about what lies ahead.
In 1966, Robert F. Kennedy was giving a speech in which he said,
"There's an old Chinese curse and it says, 'May he live in interesting times' and like it or not these are interesting times." In 2009, like it or not,
we too live in interesting times.
There's no question that 2009 has been a difficult year for buyers and sellers. However, we can be certain of one thing as this year comes to an end - if we are to succeed, we must focus on patient care and not solely on the price of the equipment. In 2010, choosing the right medical equipment for your site that delivers quality and throughput will be the best way to ensure high patient care standards and the best return on investment.
Happy New Year.
Wayne Webster is a consultant in Medical Imaging Business Development. You can send comments or questions to W.Webster@Proactics.net.
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