Industry Guide

Healthcare & Medical Supplier Diversity Guide

The healthcare industry represents one of the largest and most stable markets for diverse suppliers. From hospital systems to pharmaceutical companies to Group Purchasing Organizations (GPOs), healthcare organizations are committed to supplier diversity.

$20B+ in annual healthcare purchasing from diverse suppliers
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Why Certification Matters for Healthcare & Medical Businesses

Healthcare is a unique market with tremendous opportunities for diverse suppliers. Here's why certification matters:

GPO Access: Group Purchasing Organizations (GPOs) like Vizient, Premier, and HealthTrust control billions in healthcare purchasing. Many have diverse supplier programs requiring certification.

Hospital System Commitments: Major health systems (Kaiser, HCA, Ascension) have dedicated supplier diversity programs with spend goals.

Pharmaceutical & Medical Device: Large pharma and medical device companies have mature supplier diversity programs for everything from packaging to clinical services.

Government Healthcare: VA, DoD health, and Medicare/Medicaid create federal opportunities.

Stable Demand: Healthcare spending is recession-resistant, providing stable revenue opportunities for certified suppliers.

Healthcare organizations collectively purchase over $1 trillion annually in goods and services, with increasing focus on diverse suppliers.

Best Certifications for Healthcare & Medical

8(a) Disadvantaged Business Enterprise (DBE)

8(a) Business Development

Business development program for small disadvantaged businesses.

Cost: Free Timeline: 90-180 days
Learn more →
MBE Minority Business Enterprise (MBE)

Minority Business Enterprise

For businesses that are at least 51% owned, operated, and controlled by one or more minority group members.

Cost: $350 - $1,500 Timeline: 60-90 days
Learn more →
WBE Women Business Enterprise (WBE)

Women Business Enterprise

For businesses that are at least 51% owned, operated, and controlled by one or more women.

Cost: $350 - $1,000 Timeline: 60-90 days
Learn more →

Where to Find Opportunities

Government Path

Federal Healthcare Opportunities

Key agencies and opportunities:

  • Department of Veterans Affairs (VA): Largest integrated healthcare system, billions in annual procurement
  • Department of Defense Health: Military hospitals, TRICARE network
  • Department of Health & Human Services (HHS): NIH, CDC, CMS contracts
  • Indian Health Service: Healthcare for tribal communities

Key Contract Vehicles

  • VA FSS (Federal Supply Schedule)
  • Medical/Surgical Prime Vendor contracts
  • IT and services contracts

Compliance Requirements: Healthcare-specific regulations, HIPAA compliance, FDA regulations for medical products.

Top Federal Agencies

  • Department of Veterans Affairs $15B+
  • Department of Health & Human Services $8B+
  • Department of Defense Health $5B+
  • Indian Health Service $2B+

Corporate Path

Hospital Systems

Major health systems with strong diversity programs:

  • Kaiser Permanente: Industry-leading $3B+ diverse spend goal
  • HCA Healthcare: Large supplier diversity initiatives
  • Ascension: Catholic health system with diversity commitments
  • CommonSpirit Health: Major not-for-profit system

Group Purchasing Organizations (GPOs)

GPOs aggregate hospital purchasing power:

  • Vizient (largest)
  • Premier
  • HealthTrust
  • Intalere

Pharmaceutical & Medical Device

  • Johnson & Johnson
  • Pfizer
  • Abbott
  • Medtronic

How to Connect: Register with GPOs, attend healthcare supplier diversity events (HMSDC, etc.), respond to RFIs.

Top Corporate Buyers

Healthcare & Medical Companies with Supplier Diversity Programs

Leidos Substantial investment in diverse supply chain Cardinal Health Significant diverse supplier investment U.S. Small Business Administration (SBA) Manages $150B+ in small business contracts McKesson Billions with diverse suppliers U.S. Department of Veterans Affairs (VA) $5+ billion to veteran-owned businesses Department of Health and Human Services (HHS) $5+ billion to small businesses UnitedHealth Group $3+ billion CVS Health $3.3+ billion
View all 12 programs →

What Healthcare & Medical Buyers Look For

What Healthcare Buyers Look For

Compliance & Quality

  • FDA registration (for applicable products)
  • ISO 13485 (medical device quality)
  • HIPAA compliance (for services handling PHI)
  • Quality certifications

Credentialing

  • GPO membership/contracts
  • Hospital credentialing requirements
  • Vendor management compliance

Industry Experience

  • Healthcare-specific references
  • Understanding of clinical environments
  • Compliance track record

Financial Stability

  • Healthcare buyers need reliable long-term partners
  • Working capital for extended payment terms
  • Insurance requirements (often higher minimums)

Product/Service Specifics

  • Clinical evidence (for medical products)
  • Integration capabilities (for IT/software)
  • Training and support capabilities

Getting Started: Your 90-Day Plan

Your 90-Day Plan

Days 1-30: Foundation

  • Identify your healthcare-specific NAICS codes
  • Document healthcare experience and references
  • Research certification requirements
  • Assess compliance readiness (FDA, HIPAA, etc.)

Days 31-60: Certify and Register

  • Apply for NMSDC/WBENC certification (most recognized in healthcare)
  • Register with major GPOs (Vizient, Premier)
  • Research VA FSS if selling to federal healthcare
  • Develop healthcare-focused capability statement

Days 61-90: Build Relationships

  • Attend HMSDC (Healthcare Supplier Diversity Conference)
  • Connect with hospital system supplier diversity contacts
  • Register in health system supplier portals
  • Join healthcare industry associations

Healthcare-Specific Tips

  • Invest in compliance certifications early
  • Understand GPO contracting models
  • Build relationships before RFP cycles
  • Consider IDN (Integrated Delivery Network) strategies

Frequently Asked Questions

How do I sell to hospital systems?

Most hospital systems purchase through Group Purchasing Organizations (GPOs) like Vizient, Premier, or HealthTrust. Register as a supplier with these GPOs and apply for their diverse supplier programs. Also register directly with individual health systems through their supplier portals and attend healthcare matchmaking events.

What certifications do healthcare buyers recognize?

NMSDC (MBE) and WBENC (WBE) are the most widely recognized in healthcare. For federal healthcare (VA, DoD), consider 8(a), SDVOSB, or HUBZone. Some health systems also accept state-level certifications, but national certifications open more doors.

Do I need FDA approval to sell medical products?

FDA requirements depend on product classification. Medical devices require FDA registration and may need 510(k) clearance or PMA approval. Pharmaceuticals require FDA approval. Healthcare IT and services generally don't need FDA approval but may need HIPAA compliance.

What is GPO contracting and how does it work?

GPOs aggregate purchasing for member hospitals to negotiate better pricing. Suppliers contract with GPOs, who then offer those contracts to member hospitals. Being on a GPO contract doesn't guarantee sales - you still need to market to individual hospitals - but it streamlines their purchasing process.

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