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.
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