Moderation and negotiation

A deep understanding of medical processes and products as This can be achieved by building relationships with experts inside and outside
the organization and being a good communicator. Moderation in the hospital context means to succeed in bringing together the know-how of all experts without wasting the time of high paid experts. We give
tips on how to run successful workshops. Its eveident that negotiating is a core task. You negotiate with suppliers about prices, with doctors and nurses about which product is used and with your management about how goals are set. We teach you how to negotiate properly?

Good preparation is the basis. You have to know the facts and figures! You know everything about the products, services you want to negotiate. You have clearly defined your goals for the negotiation! You think that is actually self-evident? Well you are rigght. Thats why we focus on the real challenges in negotiations together with Dr. Stefan Waßman. The core question is: How do you manage the relationships between people?
New Work and Sustainability

Sustainability and New Work

Everybody is talking about Sustainability and New Work. How can you bring these concepts/ideas to life? What can you do to day and how do you prepare your organization for the future? We share with you our experiences and thoughts. Dr. Clemens Jüttner and Fiona Walter show how sustainability can work in hospitals and in purchasing

Just remember: Big Change always provides you with incredible experiences. Take it with humor. Continue to solve the problems step by step. And be patient with your team. Change means for your team: acquiring new skills and changing habits. Accompany and support your team. We hope that you will smile from time to time while reading and realize that you are not alone with your problems.

The logistics in a hospital are complex, we give you an overview of the different areas and challenges and you can find out which topics we go into where in this book.
The healthcare sector is a unique universe full of secrets, magic and wonderful people. But also complex and full of technical terms. Only if you understand the basics of this
will you become a successful buyer or logistician. We explain the most important framework conditions of the German healthcare system, the
particularities of the hospital world and the financing system.

We are especially proud of Tjarko’s article. He suceeded to explain the wonder of the human body in a very short and understandable way.

The purchasing department:

• knows what is needed where, when and in what quality (demand analysis and control).
• formulates the tender together with the doctors and nurses.
• knows the procurement market and how to stimulate real competition.
• manages supplier relations.
• controls the needed quantities and ensures the best prices.
• implements a controlling system to monitor internal and external developments.

The biggest challenge with so many suppliers and products: How do I set priorities?

In our view, the portfolio management system
has proven its worth here. With a portfolio strategy, you ensure that you do not lose sight of any supplier and you structure your negotiation strategy in such a way that it is easy for doctors and nursing staff to understand
. This facilitates cooperation.

Learn more about the different pricing strategies for different products. The deeper your understanding of pricing strategies ist, the more succesful your price negotiations will be. We give you numerous practical examples.

The chapter closes with a detailed practical example from the University Hospital in Bonn. We explain how we implemented a standardization project for the Heart Center and set up a project reporting system at
.

Purchasing groups

If you come from a large hospital group, the question of membership in a purchasing group may not arise because you established your own structures.
However in germany, more and more hospital alliances/groups are joining purchasing groups.

Financial instruments

In Germany normally the federal states are responsible for the financing of technical equipment or IT-infrastructure.
Hospital normally shouldn’t have to care about these investments. But for many years, the federal states haven’t fulfilled this investment obligation. So many hospitals have to find solutuins to replace outdated equipment.
Sometimes the financial departments care for solutions.

Sometimes is up to the purchaising department. We briefly explain the different financing instruments. We want you to be ready for a professional discussion with internal or external experts.

How can you improve the liquidity of your hospital?. Mathias Schönfeld gives you practical tips for improving the cash flow.

• How does the supply of the hospital stations work?
• What alternative concepts are there?
• How do you organize a central warehouse?
• What are the advantages and disadvantages of centralized logistics?

In the second chapter you will learn how to deal with supply bottlenecks
and minimizes the risks for your hospital.

Quite a lot, because nothing works without digitalization in purchasing. It’s not about becoming an IT expert, but you need to understand the most important tools and instruments and how they are connected and know that you have a lot of
responsibility in purchasing and logistics for making digitalization work in the hospital!

You’ll learn in this chapter:

• Which operational IT systems are used in a hospital and what data is generated.
• What an enterprise resource planning system can do.
• How master data and material groups are built up.
• How to communicate with the supplier.
• What business intelligence is and why you need a data warehouse.
• How artificial intelligence can support you and how it will change your work.
• What tools are available for electronic procurement processes.
• What opportunities there are to collaborate and manage projects in the digital world.
• And you’ll get a brief overview of data privacy and information security.

Last but not least we talk a bit about the block chain, the metaverse and NFTs and think about how this technologies can be used in purchasing an Logistics.