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Evolution of Transactional Vendor-customer Relationships into Shared-risk Partnerships : Assessing the Changing Business Models Between US Hospital Systems and Medical Imaging Vendors

The relationships between imaging vendors and hopsital systems are evolving. From traditional one-time purchase and service contracts, vendors and hospital systems are currently entering into long-term strategic risk-sharing partnerships that enable care providers to optimize patient scanning experience, improve work flow efficiencies, reduce costs, and improve the overall quality of imaging services. This study assess the evolution of these relationships and their impact on various stakeholders involved.

Current Hospital Radiology Department Landscape at a Glance

Hospitals are currently in the process of refining internal processes and cost structures to cope with reduced reimbursements and declining in-patient volumes. As a consequence, the autonomy of radiology departments has steadily declined over the last few years.

Hospitals do not currently view radiology departments as profit centers and have sought to align radiology investments and processes with overall institutional objectives. As a result, hospitals do not seek to manage risk at the radiology department level specifically but at an overall institutional level.

Radiology contracts have traditionally lacked risk-sharing components, except in cases of servicing costs relative to response time and uptime and damages to high-value components. Radiology departments have preferred high-price short-term contracts for outright acquisition over long-term contracts involving the joint management of technologies with the vendor.

Recent trends indicate that independent hospitals currently seek strategic partnership contracts with vendors that allow standardization of imaging technologies, enhanced support services, and competitive product pricing. Some independent hospitals, however, believe that aggressive negotiations and purchase of extended warranties negate the need for such strategic partnerships.

Multi-year enterprise partnerships between vendors and hospital radiology departments are becoming more common and are seen as ideal for large health systems. The inherent benefits of this partnership type include contingencies for unexpected costs, training of in-house radiology staff by the vendor, and joint management of radiology equipment by both the vendor and the hospital



Table Of Contents

Evolution of Transactional Vendor-customer Relationships into Shared-risk Partnerships 
1 EVOLUTION OF TRANSACTIONAL VENDOR-CUSTOMER RELATIONSHIPS INTO SHARED-RISK PARTNERSHIPS

Executive Summary
1. Current Hospital Radiology Department Landscape at a Glance

Overview of the Current Relationship Between Hospitals and Imaging Vendors
1. Research Methodology
2. Current Hospital Landscape
3. Key Priority Areas of Focus for Hospitals
4. Synergies Between Hospitals and Radiology Departments
5. Current Performance Metrics
6. Future Performance Metrics
7. Key Stakeholders Involved in Hospital-Vendor Strategic Partnerships
8. Key Components of Ideal Hospital-Imaging Vendor Partnerships
9. Barriers to Adoption of Strategic Partnerships
10. Snapshot of Global Long-term Strategic Partnerships
11. Snapshots of Long-term Strategic Partnerships in the US
12. Wide-ranging Characteristics
13. Wide-ranging Characteristics
14. Case Study—Philips Healthcare and Augusta University (AU)
15. Evolving Imaging Vendor Services

Appendix
1. Acronyms
2. Legal Disclaimer

The Frost and Sullivan Story
1. The Frost and Sullivan Story
2. Value Proposition: Future of Your Company and Career
3. Global Perspective
4. Industry Convergence
5. 360º Research Perspective
6. Implementation Excellence
7. Our Blue Ocean Strategy

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