Reframe a price objection into total cost of care, not sticker price
AI value analysis committee practice
Practice the value analysis committee call that decides on cost, not charisma.
Karen coordinates a hospital committee that approves few of the forty requests it sees a year. Pair the clinical evidence with a real economic case, protect against contract risk, and close for a defined trial — not just materials to review.
- Free 5-minute first session
- No credit card
- Overall score + brief feedback
Scenario ready
15-minute roleplayKaren Odom · Director of Supply Chain · St. Aldric Medical Center
Karen opens the call
“We have fifteen minutes. Our committee sees forty of these requests a year — walk me through why this one matters.”
Price gap
Your per-case cost is higher than our current contract. That's a hard no for my committee unless you can move it.
Contract fragmentation
Adding a vendor fragments our volume discounts on the incumbent contract. That costs us on every other case.
Scoring is already configured
Start speaking. No setup, script upload, or prompt writing.
The scenario
Fifteen minutes to make the economic case — before it fragments a contract.
Karen Odom · Director of Supply Chain · St. Aldric Medical Center
Karen coordinates the value analysis committee at a fictional 400-bed community hospital. She is polite, spreadsheet-driven, and protective of the hospital's existing volume discounts — she will not approve anything on enthusiasm alone.
Your target
Get Karen to agree to bring a defined, bounded TriAxis trial with the two surgeon champions to the committee for approval — not a vague willingness to 'consider it.'
Expect these objections
01
Price gap
Your per-case cost is higher than our current contract. That's a hard no for my committee unless you can move it.
02
Contract fragmentation
Adding a vendor fragments our volume discounts on the incumbent contract. That costs us on every other case.
03
Not clinical justification
Two surgeons wanting it is preference, not clinical justification. I can't take preference to my committee.
04
Inventory risk
What happens to our consignment inventory if adoption stalls? I don't want to be stuck with product we can't use.
What gets scored
A scorecard built around economic proof, not enthusiasm.
The rubric rewards a credible cost-neutrality case built on real levers, ASCENT evidence used as clinical justification, and a close that gets a defined trial onto the committee's agenda.
- Whether you understood what the committee optimizes for before making your case
- Whether you reframed the price gap to total cost of care instead of arguing list price
- Whether you elevated surgeon preference to clinical evidence with the ASCENT data
- Whether your close secured a defined trial going to committee, not just a 'send me materials'
Weighted scorecard
Scenario-specific criteria
Discovery & Stakeholder Insight
15%
Economic Value Communication
25%
Clinical Evidence Integration
15%
Objection Handling
20%
Closing & Gaining Agreement
15%
Communication & Rapport
10%
Full sessions also include detailed feedback, a transcript, recording, and speaking analytics.
Why rehearse it
A cost-focused gatekeeper will not approve enthusiasm.
It's easy to sound confident about revision rates in your head and still lose the room the moment a VAC coordinator asks about contract fragmentation. This roleplay forces the economic math out loud before a real committee does.
Read the medical device role-play guidePropose a bounded trial that limits volume exposure instead of a wholesale ask
Turn surgeon preference into accountable clinical evidence
Close a spreadsheet-driven gatekeeper for a defined committee trial
How it works
From signup to speaking in minutes.
- 1
Start the exact scenario
Create your account and launch this ready-made practice. Your first five minutes are free and no credit card is required.
- 2
Respond out loud
The AI stays in character, follows up, and pushes back. There is no answer menu and no script to hide behind.
- 3
Fix the weakest moment
Review your score and feedback, then run the same scenario again while the coaching is still fresh.
Free
First practice
About 5 minutes · no card
$8.99
Voice from
15-minute roleplay · full scorecard
$14.99
Video from
Avatar + delivery analysis
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Questions before you start
Know exactly what happens next.
No mystery trial, surprise subscription, or generic practice prompt.
Is this a real value analysis committee roleplay?
Yes. You speak live with an AI playing Karen Odom, a spreadsheet-driven VAC coordinator at a fictional community hospital. She responds in character to your economic case and only concedes with a real evaluation ask backed by evidence.
What does the value analysis committee score measure?
The weighted rubric measures whether you understood the committee's priorities, built a credible cost-neutrality case, used clinical evidence as justification, handled every cost and risk objection, and closed with a defined trial for committee approval.
What happens in the free practice?
Your first session is free for about five minutes and includes an overall score with brief feedback. No credit card is required. A full paid session runs the complete 15-minute call with the detailed scorecard.
Can I customize this for my own device or hospital account?
Yes. This page launches a ready-made VAC scenario, but you can also build a custom template with your own device, committee persona, objections, model answers, and scoring rubric.
Fifteen minutes, forty requests a year
Find out if your economic case survives committee-level scrutiny.
Run the Karen Odom call free for five minutes. Hear the pushback on price and contract risk, get your score, and know what to tighten before the real review.