Medical equipment · Domestic DSA angiography system
The decision is blocked by clinical trust, not price. A 180-day academic trial can bypass the specification lock, produce local evidence, and preserve the November funding window. The value case is RMB 8.35 million in annual benefit with an estimated 17-month payback.
Signal: The trial protocol remains unsigned and discussion keeps returning to equipment specifications.
Response: Use evidence from 1,836 procedures at a comparable hospital and let the clinical lead define the acceptance criteria.
Signal: Meetings are postponed without a new date and no owner is assigned to the approval path.
Response: Connect the November funding deadline and the academic-center review to a decision that must be made this year.
Signal: A discounted offer is combined with academic access for the clinical lead.
Response: Move the comparison from list price to the 180-day trial, clinical evidence, and total operating value.
Why: It avoids a premature procurement decision while creating evidence under the hospital's own clinical standards.
Talk track: Let us use your standards, not ours. Run 100 procedures over 180 days. If the evidence misses the threshold, we remove the system at no cost.
Why: The decision needs to protect both patient safety and the president's final academic-center review before retirement.
Talk track: This is not a parameter debate. It is a controlled way to verify safety and add one more proven asset before the review.
Why: The retained budget expires at the end of November, so trial, review, tender, and approval dates must be owned now.
Talk track: If installation must be complete by November, which committee date becomes the latest safe point for the technical review?
The hospital president holds final authority but wants a safe retirement. The clinical lead controls the technical specification and trusts the incumbent brand. The equipment director protects process compliance. The strategy needs a path each person can defend.
The proposed exchange is not a simple discount. The seller gives a 180-day no-cost trial; the buyer provides 100 procedures under agreed clinical criteria. Local evidence replaces a specification argument.
Start from the deal facts you already have. The Battle Room turns missing evidence into the next questions and actions.