The conversation delves into the complexities of oncology capital deals, highlighting the root causes of failed negotiations and the importance of alignment between deal structure and program needs. It also explores the impact of incorrect assumptions on costs and the significance of vendor relationships in this environment.

Takeaways

• Capital negotiations root causes
• Alignment between deal structure and program needs
• Optimistic utilization projections
• Vague service expectations
• KPIs not tied to patient flow
• Impact of incorrect assumptions on costs
• Importance of vendor relationships