Do you know how long it takes to make a purchase decision in your facility – from the time a need arises to the time a decision is made? Research indicates that most purchase cycles in hospitals are about one year long and less than half of all purchases are made within six months1.
In an industry in which the average buying group encompasses more than five people, this should come as no surprise2, but it also shouldn’t be a barrier to supply chain innovation. Consider the purchase of automated technology, in which clinicians, finance, IT and purchasing would all have a stake in the purchase. Each group member has different priorities, so creating alignment poses a challenge.
Mobilize your team around supply chain innovation by following these six steps to gaining buy-in:
1Google and HIMSS Analytics, “Hospital Decision Makers Study,” May 2013, n=145 Q4 How long is the typical purchasing cycle, from the time your need arises to the time you make a decision?
2 Schmidt, Karl, Brent Adamson, and Anna Bird. "Making the consensus sale." Harvard Business Review, Mar. 2015.
