2019 Suppliers Strategies Track
The 2020 Supplier Strategies Track will be announced at a later date.

Understanding and anticipating the evolving facility and equipment needs of hospitals and healthcare systems can be a huge challenge.  Aligning your goals with those of your customer is critical, but it’s not always easy to know who the key decision makers are.  This track will provide insight on who you need to talk to, how to find them, and the parameters that lead to a successful contracting experience. Learn how effective collaboration with key healthcare administrators can open up new opportunities and lead to more effective negotiations for services and long-term business partnerships. Gain a fresh perspective on how to better position your product or service to assist healthcare systems and hospitals in meeting the challenges they face. Topics will include a discussion regarding issues impacting capital equipment, engineering, design, and construction, as well as strategies for navigating the GPO landscape. 

Monday Morning Supplier Strategies Breakout Sessions

Supplier Strategies Track:  Industry Outlook

Peachtree Ballroom, 8th Floor

8:30 AM - 9:30 AM

Monday, February 18

In an effort to improve patient outcomes, address market needs, and comply with evolving regulations and payment models, the healthcare market is changing at a dramatic pace. Speed to market and reduced capital outlay for rapid market entry (both inpatient and outpatient) is critical.   Join Mark Dixon as he takes a deep dive into the trends that are changing the industry and how suppliers should adjust their commercial models to adapt to these changes.  You’ll improve your understanding of the impact consumerism and consolidation are having on the Architecture, Capital Equipment, and Engineering sectors  of healthcare and how these changes will impact you and your organization.

Learning Objectives:

  1. Identify the trends forcing change in the healthcare industry.
  2. Understand how to bring more value to customers that are fundamentally transforming.
  3. Outline specific strategies to reorganize your team’s priorities and account plans to meet the changing needs of your customers and their projects.
  4. Describe ways rapid market entry can lower costs and improve patient outcomes.
Mark Dixon R.Ph., MHA, FACHE
The Mark Dixon Group, LLC

Supplier Strategies Track: GPO Insights

Peachtree Ballroom, 8th Floor

9:45 AM - 11:00 AM

Monday, February 18

With dynamic shifts in the healthcare construction marketplace, many health systems and hospitals are working with their GPO partners to capitalize on the power of information and scale.  Innovation and collaboration between these groups can streamline operations and improve outcomes and bottom lines .  In this discussion, GPO executives will share insights on their evolving relationship with their members and what that means for suppliers.  Hear their forecast for the future and their perspective on the magnitude of the challenge for healthcare executives to plan capital and construction projects over the next five years.

Learning Objectives:

  1. Define the key trends in the construction and capital equipment marketplace.
  2. List strategies to establish productive relationships with GPO partners.
  3. Examine innovative opportunities to improve project planning and management.
  4. Outline specific methods to position your organization as a trusted solutions provider.
Dennis Daar
Managing Partner
Medical Strategies International

Rebecca Gayden
VP/GM, Capital Equipment Solutions

Michael Gerhardt
Senior Director, Advisory Specialists

Jim Venker
Industry Consultant
Venker Consulting, LLC.

Supplier Strategies Track:  Improving Collaboration Among Project Stakeholders

Peachtree Ballroom, 8th Floor

11:15 AM - 12:30 PM

Monday, February 18

Hospital and health system executives are looking for innovations in facility planning and management – innovations that will require increased collaboration between all stakeholders from beginning to end.  With billions of dollars in collective healthcare spend, these architecture, capital equipment and engineering professionals have seen it all.  Learn from their experience to find out what you should be doing now to impact hospital decision makers and improve transparency and communication. 

Learning Objectives:

  1. Identify the major challenges impacting the design, renovation, and construction of modern healthcare facilities.
  2. Outline methods that can help your organization be better prepared to address these challenges.
  3. Discuss the ways that collaboration can improve processes and create value.
  4. Describe strategies for breaking down silos, better communication, and increased partnerships in the construction process.
John G Sdanowich
Healthcare Consultant

Dave Kistel
Vice President, Facilities and Support Services
Lee Health

Jerry A. McKinney
JM Consulting

Jill S.M. Pearsall RA, NCARB
Senior Vice President
Texas Children's Hospital