Why the Price Isn’t Always Right in Health System Pharmacy – and How McKesson Can Help

There are a number of people in the health system responsible for – or at least involved in – monitoring pharmacy spend and, more specifically, contract pricing accuracy. These can include Pharmacy Purchasing Managers, Supply Chain Managers, Revenue Cycle Management teams, and many others. In realistic practice, these leaders are often stretched thin and may not have the time, visibility, or other resources needed to track contract clauses line by line or to cross-check every GPO update, or otherwise – particularly with how frequently things can (and do) change.

In the simplest of terms, health systems expect – and deserve – to be confident that the price is right – though reality is rarely that simple. Even seemingly insignificant administrative shifts – such as a contract coded incorrectly, a supplier working off an outdated roster, a volume incentive missed by single-digit units, or a newly negotiated contract affecting eligibility – can send prices off their expected course, sometimes wildly. The impact of these unexpected and potentially unnoticed pricing discrepancies can be felt in multiple ways – from critical revenue losses to wasted administrative hours and beyond. While some health systems bring in third-party vendors to address pricing gaps, the result can often be a handoff of findings without next steps and solutions or, arguably worse, a conclusion that may not be the offending issue at all.

At McKesson, our dedicated Contract Concierge team acts as a reliable, behind-the-scenes partner that continuously monitors purchasing activity to accurately report what’s actually being bought – and whether it’s being purchased at the right price. When a discrepancy appears, we don’t just flag it for you. We trace the source, confirm the reason, and operationalize solutions to help restore the more favorable and expected price. Depending on the situation, that may mean our team contacting a GPO directly on the health system’s behalf, or pointing out an identified issue with a supplier, or sifting through updated eligibility requirements that have may have flown under the radar. As Laura Amirales, Sr. Manager of Customer Contract Experience at McKesson puts it, “Sometimes what looks like the issue on the surface isn’t actually the problem at all. We are able to bring into focus the right thing, at the right time – and help solve for it quickly – which cuts out wasted time and lost dollars.”

She goes on to illustrate the metaphor behind the Contract Concierge name:

“When you’re staying in a luxury hotel and you ask the Concierge for a restaurant recommendation, they aren’t just going to give you a suggestion and leave you to it. A true, white-glove Concierge curates a list of options tailored to you, then they discuss it with you personally, and then they call to make the reservation on your behalf. That’s what our customers can expect with Contract Concierge. We will never just tell you about a problem. We will be here, firmly in your corner, working to solve for it while you focus on your day-to-day.”

This unique distinction is what sets Contract Concierge apart from other solutions. Rather than stopping at identifying or reporting a gap, we take accountability for closing that gap – and making sure it stays closed by adapting our monitoring to new agreements, eligibility requirements, and market conditions – all with the ease of a program that integrates with your current systems for enhanced oversight without the need to change workflows. That difference can be measured – quantified – in the form of recovered dollars as well as recovered hours, meaning both time and money that pharmacy and supply chain leaders can reinvest into advancing care rather than chasing administrative errors, as well as confidence in pharmacy spend overall.

Amirales concludes with a reminder of the importance of a strategic safeguard: “In health system pharmacy, the price isn’t always right – unless you have someone dedicated to making sure it is. We are here to help ensure the price you negotiated is the price you’re paying – now and in the future.”

To learn how partnering with McKesson’s Contract Concierge team can give your health system greater confidence in your pharmacy spend and contract accuracy so you can achieve more, contact us today.

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This document is intended for informational purposes only and does not constitute medical, legal, or financial advice. The views expressed herein are those of the speaker and do not necessarily reflect the official policy or position of McKesson Corporation or its affiliates. Any statements regarding operational, clinical, or financial outcomes are illustrative in nature and should not be interpreted as guarantees of performance or results.

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