Negotiating a laboratory information system contract

The key to successfully negotiating a laboratory information system (LIS) contract is consensus. Before sitting down at the negotiating table, the LIS selection team must reach consensus on a variety of issues--ranging from financial concerns to political considerations. Once a vendor is selected, consensus must be reached regarding the laboratory's needs and the vendor's capabilities. This article discusses the entire LIS negotiating process--from selecting a vendor to writing the final contract. By looking beyond costs and working out problems in advance, the laboratory will have a better chance of negotiating a successful LIS contract.