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Get to know one of our McKesson Health Systems pharmacy experts and industry-leading voices, Rafael Saenz.
6 Questions Health Systems Should Ask Their Partners – Beyond Price
Answering these questions can help differentiate transactional vendor relationships from strategic partnerships that add value.
By
Date
November 06, 2025
Read Time
3 minutes
Focusing on the right product at the right price is no longer enough. Strategic partnerships vs. transactional vendor relationships add value that can help health systems achieve more: better planning, stronger compliance, and improved patient care. As Rafael Saenz, Vice President, Knowledge Management & Thought Leadership, Professional & Advisory Services, puts it,
“Of course price is tied to value, but price on its own is a short-term measure that doesn’t capture the total value – or the total cost – of a partnership. The lowest price on a spreadsheet isn’t going to amount to much if there are errors, inefficiencies, or missed opportunities that erode that value later down the line – and that’s what health systems are (or should be) thinking more about in today’s environment – that long-term value you get from knowing that your distributor is continuously helping ensure accuracy and compliance and all of those things while working alongside you to meet your goals.”
You can find the full Q&A on the value of a strategic partnership beyond price with Rafael here.
Of course price is tied to value, but price on its own is a short-term measure that doesn’t capture the total value – or total cost – of a partnership.
Vice President, Knowledge Management & Thought Leadership, Professional & Advisory Services | McKesson Health Systems
Below, we’ve compiled six key questions health systems should ask themselves to help differentiate between transactional vendor relationships and the added value strategic partnerships bring to enable you to plan, adapt, and grow your business of pharmacy.
It’s time to expect more from your distributor. Contact us to achieve more with McKesson today.
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