Trust me

Providers and intermediaries may talk with confidence and certainty about the concept of the corporate healthcare trust (CHT), but for the purchasing team involved there is a complex web of doubts and uncertainties. By their very nature, financial services are often complex and open to risk. Add into this the intangibility of services - purchasers are essentially buying a 'promise' - and the fact that they are organisational buyers - making a decision on behalf of their employees - and one can start to comprehend the complexities of the decision-making process. So what should the purcha...