Unlocking Alternative Funding Sources
Many facilities have access to funds outside their standard operational budget. Asking about these can open up new pathways to a deal.
Opioid Grants: For a full sale, you can ask, "Have you explored using funds from federal or state grants, such as those related to the opioid crisis, for technology upgrades?"
Commissary Funds: For a trial, you can ask, "Some facilities are able to use commissary funds for pilot programs. Is that an option here?"
Aligning with the Budget Cycle
Timing is critical. Asking a simple question can help you time your proposal perfectly to align with their planning.
Key Question: "When do you typically plan your budget for capital expenses like this?" This helps you understand their process and allows you to accurately quote future SaaS costs in your proposal.