Epic doesn’t negotiate prices for its EHR software, surprising — and delighting — some health system clients.
The company used to let healthcare organizations haggle over price but stopped the practice in the early 1980s after many clients didn’t, founder and CEO Judy Faulkner recalled in an Oct. 13 blog post.
“They were such nice people, and they didn’t know to negotiate,” she wrote. “And the hardest negotiators, who were often not the nicest people, got the best deal, and that didn’t feel right.”
Still, that doesn’t mean some customers don’t try to get a better price. Ms. Faulkner recalled a large organization that tried to negotiate. She stood firm.
“They came back six months later and said, ‘Judy, you never called us back up, you never looked back. You said goodbye and you walked away!'” she wrote. “It amazed them.”
Epic informs clients that if its prices are unreasonable — and the company can confirm — it will adjust, Ms. Faulkner said in the post. “People [have] also told us when our price was not high enough — usually after they signed the contract.”
