Collaboration Track
Collaboration between IDNs and suppliers is on the rise in recent years for good reason. Positive outcomes resulting from increased collaboration include greater cost efficiencies, improved negotiations, increased patient satisfaction, and higher quality and consistency of products and services. In order to have effective collaboration, relationships must be built on mutual trust, openness and honesty, and shared risk and reward. The Collaboration Track will highlight examples of how IDNs and suppliers are making collaborations work for them, the benefits and demonstrated value of collaborations and how such collaborations will look going forward.
1:00 pm – 2:15 pm A Strategic Look At Today’s Collaboration Models
Frank Lloyd Wright F
Moderator: Ed Hisscock, Vice President of Strategic Sourcing and Chief Transformation Officer for Non-Labor Spend, Trinity Health, Ann Arbor, MI
Presenters: Maria Hames, Partner, HealthCare Links and Mike Langlois, Healthcare Supply Chain Resource
View the slide presentation here.
Listen to an audio recording of this session here.
It’s no wonder that partnerships between IDNs and suppliers are on the rise, as these collaborations often result in cost savings, improved negotiations, increased patient satisfaction, higher quality of products and services, in addition to other benefits. Though these partnerships will vary between organizations, a broad spectrum of positive outcomes are possible when strategic alliances are forged.
In this session we will examine some specific collaborations that have been formed in recent years and the constructive outcomes that have resulted. Learn how IDNs and suppliers are accomplishing collaboration today and how you can make collaboration work for you.
Learning Objectives:
- Identify methods of collaboration that have shown positive results.
- Differentiate between several types of collaboration strategies.
- Demonstrate knowledge of innovative processes for collaboration.
2:30 pm – 3:45 pm From Zero-Sum to Win-Win: Forging Provider-Supplier Partnerships for the Future of Healthcare
Frank Lloyd Wright F
Moderator: Ed Hisscock, Vice President of Strategic Sourcing and Chief Transformation Officer for Non-Labor Spend, Trinity Health, Ann Arbor, MI
Presenters: Sihyun Choi, Senior Director, Advisory Board; Mark French, VP Vendor Management, Ochsner Health System and Brandi
Greenberg, Managing Director, Advisory Board
View the slide presentation here.
Listen to an audio recording of this session here.
As today's economic forces—including decelerating price growth, cost pressures, changing payer mix and case mix, and the shift toward value-based care—put growing pressure on margin, hospitals are again compelled to examine their supply chains for areas of untapped cost savings opportunity.
By cultivating long-term, mutually beneficial relationships with suppliers that look for win-win, not zero-sum interactions, hospitals and suppliers can reduce circumstances that drive up costs for both parties, such as overproduction and waste; carrying, administrative, and transaction costs; and last-minute shipments. This type of arrangement frees up resources on both sides for more productive uses and achieves better outcomes.
Right now, hospital supply chain and supplier executives must shift focus away from incremental price concessions and toward creating new forms of shared value. During this session, Advisory Board experts will discuss how providers and suppliers can form truly strategic partnerships to drive sustainable savings and greater outcomes, both now and in the future of health care.
Learning Objectives:
- Identify strategies to leverage your supply chain to drive margin improvement through collaboration.
- Analyze the benefits of cultivating collaborations that are mutually beneficial.
- Outline the methods to determine which suppliers offer the maximum potential for deep and active relationships.
4:00 pm – 5:15 pm In Pursuit of Meaningful and Tangible Customer-Supplier Collaboration
Frank Lloyd Wright F
Moderator: Ed Hisscock, Vice President of Strategic Sourcing and Chief Transformation Officer for Non-Labor Spend, Trinity Health, Ann Arbor, MI
Presenter: Ed Hardin, System Vice President, Supply Chain Management, CHRISTUS Health
View the slide presentation here.
Listen to an audio recording of this session here.
CHRISTUS Health began the journey of enhancing its relationship with key suppliers in 2013 and, in an intentionally visible way, chartered a collaborative with suppliers known as the Partner Advisory Council. The charge of this Council is exemplified in its charter to “bring together industry thought leaders willing to share their unique perspectives and co-labor for the betterment of their peers and the advancement of CHRISTUS Health’s Mission and Core Value of Stewardship through innovative and collaborative solutions.” Since its inception in 2013, criteria for membership on the PAC has changed but by and large, it has been determined by the partner supplier’s criticality to operations, product/service performance and customer satisfaction, all of which are quantitatively measured in a Vendor Balanced Scorecard.
The formation of the PAC and the execution of a scorecard to objectively measure performance are both industry firsts. More importantly, these industry firsts have generated significant value beyond the transaction and, thus, have turned vendors into select business partners that are not only collaborate and accountable, but deliver innovative solutions for CHRISTUS Health and the industry at large. Our journey quickly became a methodology – a sequencing of tactics and strategy – that permeates much of what we do in Supply Chain Management.
Learning Objectives:
- Discuss what meaningful and tangible collaboration is and what it could mean for your organization.
- Differentiate between a vendor and supplier partner.
- Identify strategies that work to build a higher performing customer-supplier relationship.
- Identify tactics that you can apply today to begin this journey.