Vendor Contract Negotiation for Directors of Surgical Services with Patti Jagoe

In this episode of Legends to Leaders, Josiah Whitman sits down with perioperative leader Patricia A. Jagoe, MSN, RN, CNOR, NEA-BC to discuss one of the most important, and often overlooked, responsibilities in surgical services leadership: vendor contract negotiation. Patti has served as a Director of Surgical Services, AVP, and Chief Nursing Officer, bringing years of experience leading perioperative teams, improving OR operations, and partnering across clinical, financial, and executive leadership. In this episode, Patti shares practical insight on how new Directors of Surgical Services can become more confident and effective when negotiating with vendors. In this episode, Patti shares: • Why vendor negotiation is a team sport • How perioperative leaders can prepare before entering a negotiation • Why clinical expertise matters when evaluating vendor contracts • How to partner with supply chain, finance, and executive leadership • Common mistakes new leaders make when negotiating too quickly • Why strong relationships and documentation matter in vendor conversations One of the biggest takeaways: great negotiation does not happen overnight. Strong perioperative leaders learn how to prepare, ask better questions, bring the right people to the table, and advocate for what their teams and patients need. If you’re a Director of Surgical Services, OR Manager, perioperative leader, or newly promoted executive, this episode is packed with practical leadership advice you can use immediately. Whitman Partners is the talent agency for Directors of Surgical Services. Learn more at www.whitmanpartners.com. Subscribe for more conversations with the legends shaping the future of perioperative leadership.