VAC tip - Mastering your Value Analysis Proposal - Mark Copeland on BoneChat #35 short

If you submit a shitty value analysis proposal for a new product, what are they gonna say back to you? They're like, I don't, this is great for grade 2 spondylolisthesis. I don't even know what that is. And you have your clinical champion talks about it and what's she do? She goes up and goes, yeah, it's awesome for grade 2 spondylolisthesis with my patients with bilateral auriculopathy. And people are like, I have no idea what she's talking about. I have no clue what she means. They literally talk Latin. So I take, like you said, I bird dog it, I take control, but I try to know what everybody on the committee wants and gets a win. They're all coming from the same place. Does, do you know, does your product help? Does your product help them with their strategies? Let's say, um, we're trying to, like, here's a perfect example. I just told this group this morning, do you realize, like, if the, you should be telling the health system. If you approve this product, it'll help you retain some of your spine surgeons. Now they're like, is that important?