Institutional equity
Type of financing
Buyer's own funds
Beneficiary
Medical device manufacturer
Context of use
Facility
Purpose of the system
At the hospital, when a medical device (DM) is not financed directly via the patient's hospitalization, healthcare establishments can choose to finance them from their own funds.
The device is not directly reimbursed by Assurance Maladie but purchased by the establishment, which sometimes benefits from financial aid for devices recognized as innovative.
Your service is used by a facility but is not eligible for reimbursement
- If your digital solution is intended for healthcare facilities and doesn't fall within the definition of a medical device(logistics optimization, appointment scheduling, hospital purchasing, etc.),you can market it directly to the facility.
- If it does fall within the definition of a digital DM,but is not used as part of Groupes homogènes de séjours (GHS) existing or la liste intra-GHS, it remains possible to market it once it has obtained CE marking. Hospitals are free to buy the solutions of their choice if the product is CE marked.
How to collaborate, approach and negotiate with a healthcare establishment?
To answer these questions, and help entrepreneurs and start-ups understand their customers, the Research & Innovation Fund of the Fédération Hospitalière de France (FHF) has designed the guide Hospi'UP.
1. Find the right healthcare facility
- The right healthcare institution is likely to be favorable to your solution and your offer if: your solution meets its priority activities, it is recognized in the therapeutic area of your solution or communicates regularly on the subject, it participates in regional or (inter)national work on the subject, etc.
- The right establishment for your solution must also have the human, technical and financial means to deploy your solution. Its size, activity and weight in the local hospital grouping are all criteria to consider.
2. Find the right contact
- Meet with the facility's "functional departments" concerned by your solution: Medical IT, care, finance and management control, quality, etc. .
- Keep in mind that certain departments such as Information Systems (if the solution is digital) or administrative are unavoidable, especially if the price of the solution requires going through a public procurement.
3. Collaborate and negotiate
- Beyond the financial link, the establishment must also be seen asa partner in the development of a solution: business expertise, understanding of usage, a testing ground are all valuable assets in developing a solution.
- Negotiation must be based on understanding everyone's needs,privileging the long-term vision, and requires a willingness to make certain concessions.
- Many types of collaboration can be envisaged: commercialization, co-development, medico-economic study, evaluation/validation, etc.
Device description
Amount of financing
Digital DM pricing is derived directly from commercial negotiations with healthcare facilities.
Conditions to be met
Being a medical device:
- CE-marked
- destined for a healthcare establishment