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vendors that can monetize quality, that is, translate “quality” into “return on investment,” may get a hearing. (Priore has more than 25 years in the investor-owned for-profit, private not-for-profit and government healthcare sectors, with senior executive roles in integrated and academic health systems, physician-owned specialty hospitals, and large multispecialty group practices.) Dealers should have a grasp of basic financial concepts, and they should study customer-level financial data before making sales calls, advised Priore. They should be prepared to discuss things like shared-risk agreements with the health system. It’s true that the movement to value-based payment is occurring more slowly than payers and providers had anticipated, he said. “Value equals quality over cost. And you can’t talk about quality without talking about cost.”
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