Category: Commercial
- Nº 09Essay
Two Ledgers, One Laboratory
The private laboratory is a business and a clinical service. The two are not in conflict — they never were.
- Nº 07Essay
The Test That Wasn't Done
Market sizing reports count what gets billed. The number that matters more is what should have been ordered and wasn't — and the gap is structural, not geographic.
- Nº 05Commercial Design
The Referring Physician Is Not a Contact
Most IVD organisations manage their referring-physician relationships as a sales pipeline. That is the wrong frame. The physician who sends samples is choosing a diagnostic partner — and the criteria have nothing to do with price.
- Nº 04Framework
How to Actually Read a Vendor
A working method for evaluating a diagnostics platform without letting the flag on the box decide for you. Seven questions, weighted to your own laboratory.
- Nº 03Field Notes
Mexico, Where the Philosophies Collide
Price-sensitive, clinically serious, and built on the comodato, the Mexican market turns every analyzer purchase into a multi-year stress test. Here is what it reveals.
- Nº 02Essay
Two Philosophies of the Analyzer
Asian and Western diagnostics are not separated by quality anymore. They are separated by what they choose to optimise — and that distinction is far more useful to a buyer.
- Nº 01Manifesto
Reading the Standard Curve
After sixteen years between Asian and Western diagnostics, I am done pretending the old map still works. Here is the question this notebook exists to answer.