Contract Experts For The MedTech Industry

The Problem: High Costs, Low ROI

Medtech companies often spend substantial amounts of time and money during the proposal response and contract negotiations to win the contracts....

However, once the contract is secured, many businesses fail to dedicate the same level of focus to optimizing the execution and outcomes of these agreements.

This gap can lead to:

• Underutilized opportunities within the contract.
  

• Inefficient resource allocation, where companies fail to align their operations with the terms of the agreement.
  

• Missed revenue potential, as businesses may not fully capitalize on the value embedded in the contract.

As highlighted in industry insights, medtech companies are increasingly looking for ways to create value and improve their growth trajectories. For example, McKinsey notes that Medtech leaders are actively seeking strategies to drive value creation amid uncertain macroeconomic conditions.

This underscores the need for businesses to focus not just on securing contracts but also on maximizing their outcomes.

MedConX is the essential partner for medtech companies, delivering unparalleled opportunities to maximize contract value and drive exceptional returns.

Our Services

From the Lab to the OR – Proven MedTech Support Across Every Specialty

Sales Contract Operations

• Loading and managing contracts into CRM/ERP systems (Salesforce, SAP, Model N, etc.)

• Pricing tier set-up and customer eligibility alignment

• Contract hierarchy mapping (GPO, IDN, VA/DoD, ASC)

• Audit preparation and documentation compliance

Government Contracting Support

• FSS, DAPA, ECAT onboarding and contract administration

• SAM.gov and GSA/Schedule-related support

• TAA/BAA compliance management

• Federal pricing proposal support and tracking

Contract Lifecycle Management

• Drafting, redlining, and routing of commercial and government contracts

• Template standardization and clause library development

• Execution tracking and milestone monitoring

• Integration and workflow support for CLM platforms (e.g., Ironclad, Conga, Agiloft)

RFP and Proposal Management

• End-to-end support for RFP response coordination

• Commercial terms review and strategy alignment

• Stakeholder coordination and submission packaging

• Competitive positioning and win-loss analysis

🔹 Contract Execution Services

🔹 Commercial Enablement Services

Sales Operations Support

• Territory alignment and sales hierarchy maintenance

• CRM configuration and optimization (Salesforce, HubSpot, Dynamics)

• Incentive plan operations and performance reporting

• Sales policy creation (discounting, deal desk, escalation paths)

Sales Tracings & Performance Analytics

• Sales tracing data reconciliation and compliance tracking

• ASP tracking, revenue leakage identification, and margin reporting

• Contract utilization and GPO admin fee audits

• Field reporting dashboards and actionable insights

Field Enablement & Onboarding

• Contracting playbooks and SOPs for sales teams

• Field training on pricing strategy, contract terms, and compliance

• Tools for pre-call planning, deal calculators, and sales guides

• Support for onboarding new customers into contract programs

Order-to-Cash Integration

• Coordination between contract terms and fulfillment processes

• New customer activation workflows and eligibility validation

• Alignment of pricing, chargeback, and reimbursement systems

• Collaboration with customer service, reimbursement, and logistics

Our Services

From the Lab to the OR – Proven MedTech Support Across Every Specialty

🔹 Contract Negotiation Support

🔹 Contract Strategy & Pre-Negotiation Planning

• Opportunity assessment and risk profiling

• Contracting channel strategy (e.g., GPO, IDN, ASC, government)

• Value messaging alignment for clinical and economic buyers

• Deal desk setup and executive review prep

• Competitive benchmarking and ASP/margin modeling

• Governance framework development for national/regional deals

🔹 RFP, RFI, and Proposal Management

🔹 Pricing, Terms & Analytics

• Scenario modeling (volume-tier, capitated, rebate-based)

• Margin analysis and contract profitability forecasting

• Custom pricing strategy by segment, region, or customer type

• Payor alignment and reimbursement considerations

• Crosswalks between pricing files and contract documents

• Integration of contract terms with pricing governance tools

🔹 Execution & Field Enablement

• Redline and term sheet support for standard and complex agreements

• Negotiation strategy development and positioning

• Stakeholder alignment (legal, finance, compliance, commercial)

• T&Cs review (BAA, TAA, indemnification, SLAs, etc.)

• Drafting and review of pricing exhibits and custom terms

• Executive negotiation coaching for high-value or escalated contracts

• End-to-end RFP project management

• Standardized RFP response templates and win themes

• Coordination of cross-functional input (legal, marketing, ops, RA/QA)

• Custom response language for differentiation and compliance

• Contract clause library utilization for quick turnaround

• RFP performance metrics tracking and post-submission follow-up

• Sales toolkit creation (contract summaries, objection handling, FAQs)

• CRM/CLM integration of negotiated terms (Salesforce, Ironclad, Model N)

• Field training on contract terms and sales execution guardrails

• Rollout support for new contract launches, renewals, and amendments

• Coordination of sales tracings, eligibility, and compliance workflows

• Contractual obligations tracking and renewal monitoring

🔹 Specialized Channels & Government Contracts

• Support for ECAT, FSS, DAPA, VA/DOD solicitations

• Coordination with authorized distributors and channel partners

• Assistance with SAM.gov registrations and capability statements

• GSA schedule review, price justification, and compliance

• Government-specific RFP support and technical volumes

• BAA, FAR, and TAA compliance reviews and documentation