Medsolve Dynamics

Yoel Bakas sits down with Jeff Siupik, a healthcare executive with 35 years in oncology operations and 25 years in oncology leadership. Jeff has put in eight to ten linear accelerators across his career, led oncology programs through every reimbursement shift since the early 1990s, and currently oversees operations across a multi-program system. The conversation walks through the actual job of an...

Hiring and retention decisions are landing on the same desks as AI tool decisions, often in the same week. After 20 years on the vendor side, here is the discipline most programs are missing: the same questions you would ask of any capital line, applied to the people on the team and the tools being sold to replace them. medsolvedynamics.com | team@medsolvedynamics.com #RadiationOncology #OncologyL...

From the Medsolve Dynamics conversation with Heather Turner, radiation oncology operator with 14 years from therapist to director. The contracts are not the problem. The autopilot is. medsolvedynamics.com | team@medsolvedynamics.com #RadiationOncology #ServiceContracts #VendorNegotiation #OncologyLeadership

The economic case for a LINAC purchase rarely fails at signature. It fails in years two through eight, when the bundled add-ons start collecting service contracts and software renewals. After 20 years on the vendor side, here is what the inside of that conversation looks like, and why bundles are designed exactly this way. medsolvedynamics.com | team@medsolvedynamics.com #RadiationOncology #LINAC...

Most oncology capital and service negotiations are decided before anyone sits down. Vendor teams map your budget range, rehearse responses to your objections, and identify pricing flexibility they never surface unless you ask the right way. Yoel Bakas spent 20+ years on the vendor side of those conversations at Varian, GE HealthCare, ViewRay, and Mevion before founding Medsolve Dynamics. In this s...

After 20 years on the vendor side of oncology at GE HealthCare, ViewRay, and Varian, Yoel Bakas launched Medsolve Dynamics to work from your program side. In this episode, he walks through what Medsolve actually does: capital strategy on LINAC and theranostics purchases, service contract renegotiation before escalator clauses compound, financial case building for theranostics and benign disease se...

Most oncology service contracts renew automatically unless a specific window is used to renegotiate. Yoel Bakas, founder of Medsolve Dynamics, walks through the specific mechanics of a renewal clock that most program administrators miss until it has already closed — and what a single overlooked provision on page 7 cost one cancer program. Twenty years on the vendor side of oncology means knowing w...

The conversation highlights the pitfalls of AI procurement, the consequences of procurement failure, misleading claims in AI sales, and key questions for procurement. It emphasizes the importance of considering adoption requirements and the impact on workflow when purchasing AI solutions. Takeaways Procurement failure Adoption requirements medsolvedynamics.com team@medsolvedynamics.com

The conversation explores the critical question of whether decisions hold up at 80% of the current reimbursement, emphasizing the importance of considering this in every capital decision and service renewal. Takeaways Financial decisions must consider sustainability at 80% reimbursement Every purchase decision should be evaluated based on sustainability at 80% reimbursement medsolvedynamics.com te...

A physicist's excitement about a new tool without a clear problem to solve. Takeaways Tool adoption without a clear problem The allure of new technology medsolvedynamics.com team@medsolvedynamics.com

Preparation and Anticipation in Negotiations Takeaways Preparation is key Anticipate objections medsolvedynamics.com team@medsolvedynamics.com

The conversation explores the impact of contracts on margins and highlights the importance of paying attention to contract details, especially key provisions that can have a significant financial impact. Takeaways Contract provisions can have significant financial impact Importance of paying attention to contract details medsolvedynamics.com team@medsolvedynamics.com

The conversation emphasizes the importance of answering key questions before requesting a quote from a vendor, highlighting the vendor's influence on unanswered questions and the significance of defining the problem before pricing. It also mentions an upcoming presentation at the AMAC® Spring Symposium. Takeaways Answer key questions before engaging with vendors Defining the problem before pricing...

Heather Turner has 14 years of experience in radiation oncology. Radiation therapist, operations manager for a new cancer center build, director. In this conversation she and Yoel Bakas talk about the real challenges programs are navigating in 2026. Staffing shortages across therapists, dosimetrists, physicists, and physicians. Workflow breakdowns between radiation oncology, medical oncology, and...

In the context of radiation oncology capital conversations, the focus on price often overshadows other critical factors such as service coverage, software license terms, training, and delivery timelines. Vendors have already modeled the price negotiation and have a floor in mind, leading to a conversation that stays within their designed model. Takeaways Price conversation overshadows critical fac...

The conversation delves into the asymmetry in sales conversations, the structural information asymmetry, and the need for program leaders to have support when navigating major capital decisions or service contract renewals. Takeaways Sales conversations are characterized by asymmetry Program leaders need support in major decisions

Understanding the key provisions in a service contract is crucial to avoid financial losses and unexpected escalations. Four common provisions, including the Evergreen Clause, CPI escalator, bundled software license, and Uptime SLA Definition, can have significant financial implications if not carefully reviewed and understood. Takeaways Key provisions in service contracts can have significant fin...

Customer experience drives 53% of purchase decisions, not clinical superiority. This is particularly relevant for radiation oncology programs. Programs that document performance gaps can negotiate from a position of strength. Takeaways Customer experience is a key factor in purchase decisions Documented performance gaps empower negotiation

The conversation delves into the misconceptions and limitations of requesting a quote from a vendor, highlighting the importance of defining success and the problem before engaging in pricing discussions. Takeaways Vendor Perspective Importance of Defining Success

Understanding the margin structure of LINAC service contracts and its impact on negotiations. Takeaways Service contracts are highly profitable for vendors. Knowing the margin structure can impact negotiation outcomes.

Oncology programs often have service contracts with major vendors, but lack active tracking of vendor performance. Key performance indicators (KPIs) such as uptime guarantees, response times, maintenance windows, and parts availability are critical levers for negotiation. Documented performance gaps lead to better outcomes than frustration-driven interactions. Leveraging contracts and KPI tracking...

The conversation highlights the significant impact of budget cuts on oncology programs, particularly on capital decisions, pre-approved purchases, and service line expansion. It emphasizes the need for reevaluating assumptions and conducting a rigorous review of budget numbers in response to budget cuts. Takeaways Budget cuts impact capital decisions Reevaluation of assumptions is crucial

The conversation explores the challenges of using AI tools developed by vendors and the importance of understanding support mechanisms. It emphasizes the need to evaluate support gaps before signing up for AI or software solutions. Takeaways Vendor support for AI tools Understanding support mechanisms

The conversation delves into the misconceptions and limitations of requesting a quote from a vendor, highlighting the importance of defining success before engaging in pricing discussions. Takeaways Vendor Perspective Importance of Defining Success

The challenges of operationalizing clinical plans and the impact of supply chain disruptions on service lines. The importance of ownership and preparation in the successful launch of new initiatives. Takeaways Operational challenges impact service lines Preparation and ownership are crucial for successful launches