Supplier Strategies Track

Supplier Strategies Track: Successfully Engaging with IDNs Going Forward

Monday, September 20, 2021 1:00 PM - 2:00 PM ET

Speakers: James DauschDavid Finley, Maria Hames, and Howard Lewis

IDN executives’ priorities, needs, and expectations of suppliers have changed. Understanding and satisfying these new needs and expectations will be critical to successfully engaging healthcare leaders post-pandemic. How can you leverage these changes to be more successful in the contracting process? Join us for an interactive discussion as healthcare consultants share insights into what you can expect from the contracting process going forward and offer strategies to mitigate the current challenges facing suppliers.

Learning Objectives:

  1. Analyze changes to the post-pandemic contracting process with IDNs.
  2. Identify IDN leaders’ new needs and expectations of suppliers.
  3. Evaluate strategies to overcome current contracting challenges.
James Dausch
Full Name
Title
Principal
Organization
NCI Consulting Group
Speaker Bio
Jim Dausch has more than 30 years of experience in the healthcare industry. At NCI, Jim oversees operations, including strategic direction of the firm. His background includes: Bio Medical Engineering, Materials Management, Group Purchasing, International Consulting, Manufacturing, Corporate Accounts, Sales and Marketing, and Sales Management. At NCI, Jim is responsible for the leadership and direction of key business partner engagements, business development, and strategic planning. He works as a business development partner to represent medical device, medical products, capital, distributor, service, technology, pharmaceutical, laboratory companies. To group purchasing organizations, and integrated delivery networks, coalitions, health systems, stand-alone health systems, Alternate site, home care. With expertise in corporate development and the cultivation of industry relationships, He generates unique opportunities for supplier clients in the healthcare arena. Jim is the sole owner of NCI Consulting Group and the primary contributor to NCI's national recognition as the leading consulting firm in business development of market solicitation and penetration solutions.
David Finley
Full Name
Title
Managing Partner
Organization
Excelerant Consulting
Speaker Bio
David Finley serves as a Managing Partner at Excelerant Consulting. He previously spent 11 years as Vice President, Strategic Supplier Engagement at Premier, Inc. where he evolved the strategy and organization from an emphasis on supplier relations to comprehensive leadership of strategic contracting across all service lines. He was most recently Senior Vice President of Strategic Contracting, ZB Connect, supporting Zimmer Biomet and ZB Connect’s transformation to patient-centric solutions and technology. His team managed more than a half-billion dollars in business with 16 leading IDNs, including Advocate Aurora, Geisinger, Johns Hopkins, Kaiser, Ochsner and others. Dave has extensive experience in specialty and medical-surgical distribution and manufacturing with supply-chain experience in high-tech, automotive and government defense. He previously led sales and corporate accounts teams at Tri-anim Health Services, Professional Hospitality Supply [now Medline] and Kimberly-Clark [now Halyard Health/O&M].
Maria Hames
Full Name
Title
Partner
Organization
HealthCare Links
Speaker Bio
Maria Hames joined HealthCare Links in March 1999. She has over 25 years of experience in the healthcare market. Her background includes working with companies in senior management roles in the arena of healthcare corporate development and national sales management. Ms. Hames has been involved in start-up and acquisition, operational/sales management, strategic planning, accreditation, practice management, managed care contracting and risk contracting. As a partner in HealthCare Links, her responsibilities include IDN sales and contract implementation on behalf of HealthCare Links clients. She simplifies very complex sales processes at some of the largest healthcare organizations in the country. More importantly, her relationships are built on trust with a sincere desire to see all parties benefit. Her educational experience includes a Bachelor's Degree from the University of Michigan and a Master's Degree in business management from Pepperdine University.
Howard Lewis
Full Name
Title
Senior Partner
Organization
Medical Strategies International, LLC
Speaker Bio
Howard has been in the Healthcare Industry, including medical supply, medical device, and the laboratory supply and service industry for over 33 years. He has held Vice President and Senior Management positions at such prestigious companies as Quest Diagnostics, SIEMENS Medical Systems, Getinge/Castle and Fisher Scientific. He has extensive experience in developing National Account and Integrated Delivery System business strategies. Howard is a graduate of the University of Tennessee with a degree in Chemistry/ Business Administration.