All Episodes
Medsolve Dynamics — 49 episodes
Capital Is A 7-10 Year Commitment: The Math Most Proformas Skip
After 20 Years Selling LINACs, This Is What I Saw From The Vendor Side
Why The Old Capital Math Does Not Survive The 2026 Reimbursement Environment
Why Vendor Proformas Don’t Survive Year Two: A Capital Decision Reality Check
Where Volume Responsibility Belongs in an Oncology Program | Jeff Siupik
Running a Cancer Program in 2026: Capital, Operations, and the Job Behind the P&L
Staff Is The Soul Of Your Program: Capital Discipline For Oncology Hiring And AI Tools
The Service Contract Autopilot Problem: A 14-Year Veteran Explains
I Loved Selling Bundles: 20 Years On The Vendor Side Of LINAC Capital
Negotiating Inside a Structure the Vendor Built Before You Arrived
After 20 Years on the Vendor Side, What Medsolve Does for Cancer Programs
Why Most Oncology Service Contracts Quietly Cost Programs Money
AI Procurement Accountability in Healthcare: 3 Questions Before You Sign
Can you afford it at 80% of the current reimbursement?
The allure of new technology without a clear problem to solve!
Preparation and Anticipation in Vendor Negotiations
Key provisions that can have a significant financial impact.
Defining the problem before pricing is crucial.
Inside Oncology Operations: What Programs Are Dealing With Right Now | Heather Turner
Getting beyond price in vendor negotiations.
How to avoid financial losses and unexpected escalations from your service contract.
The asymmetry in sales conversations & the need for program leaders to have support.
Programs that document performance gaps can negotiate from a position of strength.
The importance of defining success and the problem before engaging in pricing discussions.
The margin structure of LINAC service contracts and its impact on negotiations.
Leveraging contracts and KPI tracking is essential for program success.
Reevaluate assumptions and review budget numbers in response to budget cuts.
Evaluate support gaps before signing up for AI or software solutions.
Misconceptions and limitations of requesting a quote from a vendor.
The importance of ownership and preparation in the successful launch of new service lines.
The importance of starting AI adoption with math, validating model accuracy.
The Importance of Understanding the Negotiation Structure
The role of Medsolve in providing a second set of eyes on projects.
Preparation for a capital meeting & negotiating within a pre-mapped structure.
Negotiating with vendors requires a deep understanding of business assumptions and leverage points.
Maximizing LINAC capacity for revenue generation.
The challenges and considerations related to the implementation of AI tools in Oncology programs.
The root causes of failed negotiations.
Structuring Capital and Service Agreements in Oncology Programs.
The Trap of Addressing Downstream Processes in AI implementations.
Benign disease as a margin stabilizer.
Theranostics in radiation oncology requires deliberate design.
The impact of thoughtful sequencing on technology success and failure.
Capital decisions often fail due to unvalidated assumptions.
Physicians need to translate clinical intent into financial implications.
Capital plans, AI investments, and margin pressure.
Growth failure is often a result of execution issues.
Impact of the reimbursement change on capital plans.
Medsolve Dynamics is just beginning.