"If ever there was a silver bullet to successfully navigating the purchasing process in the healthcare arena, this is it. Provines has a knack for simplifying the complex and ordering the chaotic. If you run a healthcare sales organization, this is the book you need to read."- Jason Aroesty, Regional Vice President, Siemens Healthcare Diagnostics
"Great book that addresses the challenges manufacturers face in the rapidly evolving US Healthcare Market. Healthcare Value Selling offers practical strategies & solutions on how to approach re-defining value through the eyes of the customer. Very well written capturing practical and real-world experience from both a manufacturer and Healthcare Provider perspective."
- Chris Maffie, Field Director, CNS / IM Managed Markets, Johnson & Johnson
"This book provides healthcare suppliers with practical and easy to understand examples designed to help them create their own tools, which can be used to defend the value of their products and services. Brilliant!"
- Mike Reiner, WW Sr. Director, Becton, Dickinson and Company
"Just in time! Our healthcare customer is undergoing a major transition. Healthcare Value Selling provides a model that will help prepare teams to deploy new value based selling approaches, and address the needs of the new healthcare buyer."
- Tom Reynolds, Director Global Strategy, Janssen Supply Chain
About the Author
Christopher Provines has over twenty-four years of global healthcare experience. He began his career in hospital finance and reimbursement. After graduate school, he joined Johnson & Johnson and later moved to Siemens Healthcare. His roles have included vice-president-level positions at both companies. He has extensive global experience in a variety of functions, including strategic pricing, reimbursement, health outcomes, finance, procurement, commercial excellence, key account management, and business improvement. He is a world-leading thought leader in selling, defending, and capturing value in healthcare. He is an advisor to many of the world’s leading medical technology and pharmaceutical companies. Chris has written many papers, articles, book chapters, and books. He is on the board of advisors for the Professional Pricing Society and is an award-winning adjunct professor at Rutgers University, where he teaches in the Supply Chain Management and Marketing Sciences Department. His research interests include the transformation of healthcare supply chains and the implications for suppliers. Chris earned his MBA from Rutgers University.