1. More Than Just Price: Focus on value beyond cost. Highlight cost reduction through improved outcomes, waste reduction, and efficiency gains. Flexibility in contracts and utilization analytics are attractive offerings.

2. Deepen Existing Partnerships: Consolidation is a trend, but opportunities exist for new partnerships with growing systems. Prioritize quality and customer service when entering new accounts.

3. System-Level Focus: Centralized leadership makes decisions. Build relationships with key leaders, support system-wide goals, and demonstrate how you can align supply strategy across the organization.

4. Proactive Data & Analytics: LHS struggle to translate data into action. Offer AI/automation solutions to improve analytics maturity and provide actionable insights.

5. Align with ESG Goals: Understand and address specific ESG priorities. Showcase how your solutions can help reduce waste, emissions, and promote equity in their supply chain.