Within a health system or multi-site customer, a facility whose share with the supplier in a category is far below the median across its sister facilities on the same contract. Valued at the system's own norm applied to the outlier. The sister facility is the evidence; the value analysis committee is the conversation.
Nine sister facilities at 88 percent are a stronger argument than any external benchmark.
A standardisation proposal at system level, with the table as the exhibit.
Within a multi-site customer, sites whose share with the supplier in a category is far below the customer's own median site.
A health system's median facility buys 70 percent of its wound care from the supplier. Four facilities are under 15 percent and buy a competitor's brand.
Read only in total. The system looks like a strong account and four facilities are somebody else's.