Beyond Purchase Price: A Value-Based Approach to Procuring Support Surfaces

Choosing the right support surface for pressure injury prevention and treatment is about more than the purchase price. Procurement decisions can influence patient safety, clinical outcomes, healthcare professionals’ working conditions and the resources required throughout the product’s lifetime.

A low purchase price does not necessarily mean the lowest cost over time. Factors such as product lifespan, clinical performance, caregiver workload, maintenance and servicing can all influence the overall economic outcome. In other words, purchase price is only one part of the equation.

What should be considered during procurement?

A value-based approach shifts the focus from“What does the support surface cost?” to“What value can it provide over time?”

To support patient safety and long-term value, procurement should consider several factors:

Clinical evidence

Request evidence demonstrating that the product provides the intended clinical performance and safety for the relevant patient population. Evidence should be relevant to the specific product and support the claims made by the supplier.

Total cost of ownership

Look beyond the initial purchase price. Product lifespan, maintenance, servicing, reconditioning, spare parts and healthcare-related costs can all contribute to the total economic impact.

Functional evaluation

Consider how the product performs in clinical practice. Relevant factors may include pressure redistribution, comfort, usability, ergonomics and ease of cleaning.

Training and clinical support

The value of a solution also depends on how it is implemented and used. Training and ongoing clinical support can help healthcare professionals use the product as intended throughout the contract period.

Focusing on long-term value

Value-based procurement is not about choosing the most expensive solution. Nor is it simply about choosing the lowest-priced one. It is about identifying the solution that can deliver the greatest value for patients, healthcare professionals and the healthcare organisation over time.

By considering clinical evidence, functional performance, total cost of ownership and long-term support, procurement can move beyond purchase price and focus on what ultimately matters: the value a solution delivers in practice.