Good Buying Decisions
Savings Beyond Price -Weekly eNewsletter – March 26, 2009
Robert T. Yokl
President & Chief Value Strategist
Good Buying Decisions
Greetings,
We would all like to think that when our value analysis teams make high-quality buying decisions they are logical, unemotional and are anchored in fact. The scientific truth is that most of our VA teams’ buying decisions are filled with emotion and lack rational deliberation. These poor decisions are caused by impatience and the absences of a systematic repeatable decision-making process.
To truly make good buying decisions on every new product, service or technology that you buy, your value analysis teams require the proper framework, wide-ranging information sources, and clear alternatives to compare and contrast the many choices that should be available to them in making good decisions.
It’s all about choices! Good decisions are based on choosing the best alternative from multiple options that your VA team has brainstormed, investigated and cost-justified not just selecting the first-best idea that someone has suggested. They need, at minimum, a second and then a third best-idea in order to avoid making the wrong decision.
For example, if a clinician recommends to your VA team a new cath care kit be purchased since it’s less expensive than your current kit that’s not a good enough reason to buy it, until you have investigated at least two additional kits to ensure you are making the right buying decision.
Good decisions, believe it or not, don’t come naturally. If they did, we would never make a bad decision. If left to chance, our natural human tendencies (haste, empathy, illogical thinking, and emotions) will lead us to bad decisions every time. That’s why good decisions by your VA team(s) should be built on facts, not opinions, should be comprised of multiple choices and use of scientific logic to determine the proper outcomes so you can avoid your team member’s natural tendency to rush to judgment.
Is this the way your VA team(s) is making their decisions today?
avings one penny at a time.
Your Partner In Savings Beyond Price™,
Robert T Yokl
Chief Value Strategist
Strategic Value Analysis® In Healthcare
1-800-220-4274
P.S. If you haven’t downloaded our new webinar “Game Changer: Recession 2009” then you will be missing my predictions that can smooth the way for your supply chain survival plan this year.
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