Buying committees, value analysis, GPO contracts and how IDNs buy.
The main guideGuide
Capital equipment, IT software, supplies and staffing each take a different path through a hospital. Here is who evaluates, who approves and who can block each one.
Supreet Gupta, Co-founder and Chief Product Officer, Dmand AI
5 guides
Newest first
Selling to hospitalsGuide
What a GPO contract is, how admin fees and the 3% safe harbor work, what sole-source and committed awards mean, and what being on contract does and does not do for a sales rep.
Selling to hospitalsGuide
What an MSP and a VMS each do in a hospital's contract labor program, who pays the fees, how tiering works, and the routes a staffing agency can take into a hospital.
Selling to hospitalsGuide
Capital equipment, IT software, supplies and staffing each take a different path through a hospital. Here is who evaluates, who approves and who can block each one.
Selling to hospitalsGuide
What a hospital value analysis committee is, who sits on it, what evidence it asks for and why a clinician has to submit your product, drawn from published hospital policies.
Selling to hospitalsGuide
Most US hospitals are nonprofit and most belong to a health system. Here is how to look up who owns a specific hospital with free CMS data, and why the answer tells you who signs.
A hospital rarely buys from one person. A purchase moves through a buying committee, a value analysis review, a GPO contract and the health system above the hospital, and each step has its own people and its own questions. These guides walk through that path in the order a deal meets it: who sits on the committee for each kind of purchase, what a value analysis committee scores, how a GPO contract limits or opens a deal, and how to work an IDN from the parent organization down to each site of care.
They are written for account executives and sales leaders at Health IT, staffing, MedTech and services companies. Each guide ends with the roles to find and the questions to ask, and the counts come from the Dmand AI database: 1.6K+ health systems and IDNs, 6.2K+ hospitals and 997K+ sites of care.
Supreet Gupta, Co-founder and Chief Product Officer, Dmand AI
The words buyers and committees use, defined for sellers.
Counts and rankings from the Dmand AI database, refreshed monthly.
Ranked list
AdventHealth Orlando leads with 2,863 staffed beds.
Insight
Counts by vendor, hospital size and state, refreshed monthly.
Directory
6.2K+ hospitals, each with its health system and the sites of care under it.
Newsletter · Free, on SubstackIssue 1 ·
Org structures, buyer maps, data playbooks and outbound, for teams selling to US health systems, hospitals and practices.
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Selling to hospitals
See the buying committee at every hospital you sell into
Pick a health system, open any hospital in its tree, and find the leaders by department with direct dials and email.
