Filippo Gabbia

Filippo Gabbia served Johnson & Johnson Medical for 21 years. He had the opportunity to cover several sales and marketing roles that contributed to developing solid skills in public business market access across EMEA. During the past 5 years, he developed a Strategic Tendering approach aimed at supporting different J&J Franchises to implement appropriate pre-tender strategies. He implemented the concept of Value-Based Procurement within J&J and represented the Company in the MedTech Community of Practice contributing actively to the MedTech Value-Based Procurement Strategy enhancement. In 2019 he was elected Vice-Chair of the MedTech Public Procurement WG.

Filippo holds a master’s degree in business and Management a MpHil in Management and recently he acquired a Master Certificate in Global Public Procurement Law and Policy from the University of Nottingham. He works now as an independent consultant and lecturer on Value-Based Procurement. 

Value-Based Procurement blog series
We have been talking a lot about Value-Based Procurement (VBP) from the buyer’s perspective. But what does VBP mean for us, suppliers, and what should we do to implement the concepts of VBP within our organisations? My view is that VBP is a key source of competitive advantage. I see Public Tenders as the sea under a storm. Even if we are good sailors, we cannot control the waves. VBP represents our lighthouse. Like skilled captains we should know our environment, we should know where dangerous rocks lay and what are the alternative routes to port. The EU Public Procurement Directive introduced the concept of market consultations. This requires contracting authorities to seek input from the market in order to improve procurement. If we want to drive the concept of VBP, we should develop pre-tender strategies to help our customers to implement it. We should take the opportunity to share clear and non-discriminatory value-based messages. Diligent public procurers will start planning the tender as much as 12 months before the Invitation to Tender (ITT) is issued. To stay ahead of the curve, suppliers should begin executing a key stakeholders’ advocacy strategy at least 14 months before we expect the ITT. When the market consultations are launched, we can formally give our input which, ideally, should be consistent with the messages gathered from clinical and non-clinical stakeholders during the contracting authority’s internal consultation. We must remember that when the ITT is issued the contents cannot be changed anymore. Value-based messages focus on the needs of patients, users and any other stakeholder that can benefit from our products and services. The list of value criteria in the MEAT-VBP Framework, developed by MedTech Europe in cooperation with BCG and experts from the procurement community, offers good support in selecting the appropriate awarding criteria...