Message from AHVAP Treasurer

How to Partner with Industry in Value Analysis: The Good, the Bad, and the Ugly

Successful Value Analysis (VA) depends on collaboration — not just among clinicians and supply chain professionals, but with our industry partners as well. When approached thoughtfully, these relationships can accelerate innovation, improve patient outcomes, and advance organizational goals. Yet, as many of us have experienced, the quality of these partnerships can vary widely. Let’s take a candid look at the good, the bad, and the ugly of partnering with industry in Value Analysis.

At its best, the partnership between providers and suppliers is grounded in mutual respect, transparency, and shared purpose. Industry partners who understand the VA process and respect evidence-based decision-making become valuable contributors.
They bring clinical data, benchmarking information, and product expertise that help teams make informed choices, balancing cost, quality, and outcomes. When aligned around the mission of improving patient care and operational efficiency, these collaborations create meaningful value.

Problems arise when communication falters or agendas diverge. Misunderstandings about timelines, evidence requirements, or decision authority can quickly derail an otherwise productive partnership.

If industry partners prioritize sales over problem-solving, or if VA teams fail to clearly define expectations, frustration ensues. The “bad” can often be avoided by setting clear boundaries, maintaining consistent communication, and reinforcing the purpose and rigor of the VA process.

The greatest risk to any VA-industry relationship is the loss of trust. Attempts to bypass established processes, minimize evidence, or exert undue influence undermine credibility and integrity.
Value Analysis must remain objective and ethical — rooted in data, not persuasion. Guarding against conflicts of interest and maintaining transparency ensures the process serves its true goal: improving patient care through responsible stewardship of resources.

Good partnerships enhance the work of Value Analysis. Poor ones drain time and energy. Toxic ones harm trust and reputation. By promoting open communication, mutual accountability, and unwavering ethical standards, we can ensure our industry partnerships remain a force for good — advancing value, integrity, and outcomes for the patients and organizations we serve.

Sincerely,

Sharon Roberts, BSN, RN, PNAP, CVAHP™
Treasurer, Board of Directors
AHVAP