The root causes of failed negotiations.

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.TakeawaysCapital negotiations root causesAlignment between deal structure and program needsOptimistic utilization projectionsVague service expectationsKPIs not tied to patient flowImpact of incorrect assumptions on costsImportance of vendor relationships