Hargraves on working with the buyer of today and tomorrow…

“The person that was hired when [the IDN] had $30 million in supply spend (or even $300 million) is not the person who controls $2 billion in all non-labor expense. The caliber of the supply chain person is changing.”

This is so true, what worked in 2010 or 2005 will not work today but so many suppliers have not changed anything!

David Hargraves articulates it as well as anyone I know. All suppliers would be wise to heed his advice on how to best partner with the Big Buyer of tomorrow!

Hargraves continues “suppliers, distributors, and GPOs are chasing scale to remain relevant and competitive from a negotiation standpoint,” said Hargraves, “but when the providers do it, they’re doing it to survive. It’s really, really fundamentally important.”

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