Discovery Questions That Resonate with Heads of Procurement in Hospitals & Clinics

Here’s a set of 30 tailored discovery questions to guide high-impact conversations.

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1. Procurement Process and Workflow Challenges

• What are the biggest challenges you face in sourcing healthcare products for your facility?
  
• How often do you encounter delays in the procurement process that impact operations?
  
• Are your current procurement tools giving you full visibility into purchase requests and approvals?
  
• How do you handle urgent or last-minute product requests from departments?
  
• If you could streamline one part of your procurement workflow, what would it be?
  
  

2. Vendor Management and Supply Chain Resilience

• How do you evaluate and onboard new vendors for medical supplies and equipment?
  
• Are you satisfied with your current vendor relationships in terms of responsiveness and reliability?
  
• What challenges do you face in ensuring consistent product quality from different suppliers?
  
• How do you handle disruptions in the supply chain (e.g., stockouts, delayed shipments)?
  
• Are there any gaps in your current vendor tracking and performance monitoring process?
  
  

3. Inventory Management and Cost Optimization

• How do you currently manage inventory levels across departments and facilities?
  
• Are overstocking or stockouts frequent issues for your team?
  
• How do you monitor and control procurement costs across multiple categories?
  
• Are there high-value products where you feel cost optimization is still possible?
  
• If you could predict demand more accurately, how would that change your procurement strategy?
  
  

4. Compliance and Risk Mitigation

• What systems are in place to ensure compliance with healthcare procurement regulations?
  
• How do you manage the risk of counterfeit or substandard medical products entering your supply chain?
  
• Are audits or regulatory inspections creating pressure on your procurement processes?
  
• How confident are you in tracking supplier certifications and renewals?
  
• Have you faced challenges in meeting sustainability or ESG targets in procurement?
  
  

5. Cross-Department Collaboration and Stakeholder Alignment

• How do you coordinate procurement needs with medical, administrative, and finance teams?
  
• Are communication gaps between departments ever causing delays or duplicate orders?
  
• How are requests from clinicians prioritized and processed in your system?
  
• Are there any recurring conflicts between procurement and end-user departments?
  
• What tools or processes do you use to keep all stakeholders aligned during large purchases?
  
  

6. Technology, Scalability, and Future-Readiness

• Are legacy systems or manual processes slowing down procurement operations?
  
• How do you evaluate new procurement technologies for fit within your existing workflows?
  
• What’s your vision for an ideal, end-to-end procurement system?
  
• As your facility grows, how are you planning to scale procurement without adding complexity?
  
• If you could solve one procurement-related challenge this quarter, what would it be?
  
  

How Pepsales AI Helps

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Pepsales AI helps healthcare procurement leaders ask the right questions, faster. It delivers intelligent, role-specific, and healthcare-aware discovery questions in real time tailored to the context of each deal.

What it delivers:

• A library of proven questions per industry, persona, and product.
• Smart prompts that adapt to buyer role, objections, and stage.
• Embedded coaching and insights to guide better conversations.
• Automation of discovery prep, no more guesswork.

Whether you’re prepping for a meeting or coaching new sales reps, [Your Brand] ensures every conversation starts strong and gets to the real need, fast.

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Ready to Unlock Higher-Quality Discovery Conversations?

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Uncover deeper operational insights, build stronger trust, and accelerate your healthcare sales cycle.

Book a Strategy Session with Pepsales AI