The key to success or failure of a new medical device is the ability to address the purchasing dynamic. IDR Medical helps clients understand the often complex interaction between clinical and commercial decision makers through tried and tested methodologies.

The key steps in our approach are:

  • Defining the roles and interactions of the medical decision makers and influencers.
  • Identifying the leverage points for these decision makers.
  • Provide the decision makers with what they need to champion the product and/or to approve the purchase.

Our approach is designed to develop specific actionable guidelines for our clients to sell and market their products across different regions and institution types.

See the case study to find out how we approach this issue in practice.

Back to Services

purchasing-pathways-behaviours