Sparking dialogue on value-based procurement
Challenge: A leading vascular care company sought to explore and consolidate its role within a value-based procurement approach.
Issue: 70% of global medical technology sales go through a public procurement process. A recent EU directive confirmed the current move towards a value-based approach to procurement. Dialogue must be facilitated and strengthened among stakeholders at every stage of the procurement pathway for medical devices on the issue of value, at European and market level.
Solution:
Third-i performed a strategic mapping of common issues facing key markets, identifying stakeholders to involve in the discussion. A sustainable relationship began with key stakeholders from the supranational to the municipal level to understand approaches to value-based procurement from start to end. Within the company, Third-i aligned and prepared internal champions for the next stage of the process where they will be equipped with tools to engage on the topic internally, in key markets and globally.
Impact:
A successful first year of cooperation, covering stakeholder mapping, the launch of a series of expert roundtable events and webinars and the preparation of key internal recommendations and an external issues briefing on the topic, resulted in significant buy-in from stakeholders both internally and externally. Strong interest from stakeholders have brought considerable momentum to the work as it moves towards the next stages.