From Friction to Partnership: Rethinking Supplier Deals in Healthcare | VAES Ep 3

In this episode of the Value Analysis Expert Series, Skender Daerti is joined by Barbara Strain, Jenell Robinson, and Terri Nelson to explore how suppliers and value analysis professionals can move beyond transactional interactions and build true partnerships.

They discuss common missteps in supplier engagement—like rigid volume commitments and outdated messaging—and share how to approach contracting conversations with strategy, flexibility, and respect for clinical realities. The panel breaks down the importance of understanding evolving standards of care, the role of physician preference, and how to use risk-sharing and proactive communication to avoid friction.

Whether you’re a supplier looking to better navigate the value analysis process or a provider refining your approach to vendor collaboration, this episode offers grounded, practical insight into building stronger, smarter healthcare partnerships.