High-Impact Discovery Questions for Selling to Heads of Procurement in Pharma & MedTech
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Summary:
Uncover cost drivers, compliance challenges, and procurement priorities when selling healthcare products to Pharma & MedTech buyers.
If you’re selling healthcare products into Pharma or MedTech, the Head of Procurement is a critical decision-maker. Their focus is on cost efficiency, supplier reliability, risk mitigation, and compliance with strict regulations. They want suppliers who not only meet technical requirements but also provide long-term value, supply stability, and alignment with sustainability or compliance goals.
Below is a curated set of 30 discovery questions designed for Heads of Procurement in Pharma & MedTech, spanning early discovery, qualification, and deep needs analysis. These will help you uncover procurement priorities and position your solution as a reliable, cost-effective, and compliant partner.
Early Discovery (Understand Context & Current Priorities)
- What are your top priorities for procurement this year—cost reduction, supplier resilience, or compliance?
- How do you currently evaluate new healthcare product suppliers?
- What are your biggest challenges in managing vendor relationships in Pharma/MedTech?
- How do supply chain disruptions impact your procurement strategy?
- What role does sustainability or ESG play in supplier selection?
- How do you ensure vendor compliance with industry regulations and audits?
- What procurement KPIs matter most to you, cost savings, time-to-contract, risk reduction?
- How much collaboration happens between procurement, clinical, and operations teams?
- What are the most common reasons suppliers fail to stay on your vendor list?
- How do you assess total cost of ownership beyond initial purchase price?
Qualification (Surface Buying Signals & Priorities)
- Do you prioritize long-term supplier partnerships over transactional purchasing?
- How do you compare vendors offering similar healthcare products?
- Who else is usually involved in procurement decisions (Finance, Clinical, Quality Assurance)?
- Do you prefer to work with global suppliers, local vendors, or a mix?
- What’s your typical contract duration for healthcare product vendors?
- How important is digital integration (e.g., e-procurement, automated reporting) in supplier management?
- How do you evaluate innovation vs cost efficiency in procurement decisions?
- What’s your timeline for onboarding new suppliers?
- How much weight do you place on supplier training, onboarding, and after-sales support?
- Do you consider suppliers’ ability to scale with your organization’s growth?
Deep Needs Analysis (Quantify Pain & Tie to Outcomes)
- How much annual spend is allocated to healthcare products in your procurement budget?
- What percentage of spend is typically consolidated among your top 5 suppliers?
- How do you calculate ROI for a new supplier relationship?
- What’s the financial impact of delayed deliveries or product shortages?
- How do you measure supplier performance over time?
- What are the costs associated with switching vendors in this category?
- How do regulatory audits influence supplier selection and retention?
- How often do you renegotiate contracts to optimize costs?
- What would a 10% improvement in procurement efficiency mean for your bottom line?
- How do you quantify risk reduction when selecting new suppliers?
How Pepsales AI Helps in Healthcare Procurement Discovery
Pepsales AI equips sales teams with procurement-specific discovery playbooks, ensuring every conversation speaks directly to the cost, compliance, and reliability concerns of Pharma & MedTech procurement leaders.
What You Get:
- Persona-based question libraries for Heads of Procurement in Pharma & MedTech
- Real-time conversation prompts that adjust to objections and compliance concerns
- Insights mapped to ROI, linking supplier reliability to procurement cost savings
- Automated call notes to support cross-team collaboration with clinical and finance stakeholders
For procurement leaders, this means smarter supplier evaluation, reduced risk, and measurable savings.
Ready to Sell Smarter into Procurement?
Equip your teams with discovery questions that speak directly to procurement challenges, cost, compliance, and reliability.
