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By using facts to make a business case which make sense in terms of the key audiences, whether they are clinicians, budget-holders, policy-makers or patients.

Translucency France is a company based in France, specializing in healthcare consulting. Robert Handschuh, CEO and founder has worked for the last 16 years in the medical device industry, working closely with manufacturers, trade associations, government, and of course hospitals and health care personnel. He is a qualified doctor and spent 13 years working as a GP and sports medicine specialist.

During this career, Robert has developed a deep understanding of the financing systems for health care which led in turn to two major consulting activities:

• One business stream is focused on hospital organization: quality of care is intimately linked to economics. Everyone knows the costs of a lack of quality - paying for unnecessary examinations, non pertinent care, avoidable complications, and last but by no means least inefficient staff utilization linked to poor organization. Robert has developed a service based on clinical pathway implementation on the one hand, and structural organization on the other. With these two services, he can help improve the efficacy and efficiency of most providers with the aim of always respecting the quality-costs ratio. Maintaining and improving quality is a key objective of any health care provider while cost containment is an obligation in all prospective payment systems.
• The second business stream is focused on manufacturers. An understanding of marketing and regulations is not sufficient for the commercialization of medical technologies. Health care economics and especially funding rules are key elements for the development of market entry strategies, even for innovative products. Robert can provide the knowledge and experience in both the manufacturing side and the hospital side and provide valuable input on pricing and reimbursement to support the introduction of innovative technologies.

Robert previously worked for Diomedes, within B Braun and has now created an independent consulting company and offers his services under the trade name of Translucency France.

Robert has developed several partnerships with other consulting companies, among them Translucency in the first place, in order to offer a comprehensive range of services in health care on a European basis.

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