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Tip: Use these strategies during negotiations with EHR vendors

EHR Connection, April 21, 2008

The devil is always in the details. This is especially true with respect to complex business deals. Ensure favorable contract terms by following this game plan for effective negotiations with your EHR vendor:

• Get the home field advantage. Negotiate at your office, not during a site visit to the vendor’s headquarters.
• Develop your strategy beforehand. Prepare for negotiations by compiling a written list that specifies exactly what you want from each vendor.
• Include your chief financial officer (CFO). Vendors are more likely to make concessions when customers’ CFOs participate because they ultimately control the budget and authorize expenditures.
• Be firm about your expectations. Establish realistic yet firm timelines for vendors and be specific.
• Strive for a “win-win” situation. Ensure that everyone leaves the bargaining table satisfied with the deal. Squeezing every last concession from a vendor ultimately creates an acrimonious situation.

This tip is brought to you by Medical Records Briefing and is the second of a two-part series.

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