Managing partner Michael Abrams and President Rita Numerof discuss how manufacturers must understand how their entire portfolios fit across relationships with their hospital customers and how they impact hospital bottom lines.

Manufactures should diagnose their customers and communicate value, with supporting evidence, in terms that resonate with their customers. In the article, New Commercial Models for the New Hospital Customer, they review the need to implement new structures and capabilities and to engage with senior executives in rapidly evolving customer institutions.