B2B lab work — where one lab refers a test or panel to a reference lab — is a significant revenue stream for many Pakistani diagnostic networks. It's also where most networks lose money, because the billing plumbing is broken: missing tests, mismatched prices, late settlements, no-shows, white-labeling confusion.
This guide walks through the practical setup, from the agreement to the monthly settlement.
1. The reference-lab agreement
Start with a written agreement that covers:
- The test catalog. Which tests, with prices per partner. A separate price list per B2B partner, not a global list.
- TAT commitments. Per test, with what happens if TAT is missed.
- Sample logistics. Who picks up, who delivers, frequency.
- Reporting. White-label, original brand, or both? Online portal access for the referring lab?
- Billing and settlement. Cycle (weekly, biweekly, monthly), format, dispute window.
2. Separate price lists per partner
This is where most networks get it wrong. A single global price list means your best partner pays the same as your worst, and you can't reward volume or exclusivity. Your LIS should support per-partner price lists with effective dates, so when you sign a new agreement, the new pricing kicks in on a specific date without breaking the old one.
3. White-labeled reports
When the reference lab returns a result, the referring lab usually wants the report under its own brand — not the reference lab's. The LIS should support white-labeled reports: same data, but with the referring lab's logo, letterhead, and contact details. The QR code on the report should still resolve to a verifiable online view.
4. B2B portal
Your B2B partners shouldn't be emailing you for status. A B2B portal gives them real-time visibility: which tests were submitted, which are in progress, which results are ready, which are disputed. It also handles invoicing: the portal shows current balance, aging, and downloadable statements.
5. Auto-billing and settlement
The LIS should auto-generate the B2B invoice at the end of each cycle, based on tests completed, at the agreed prices. The invoice should be available in the partner's portal and exportable as PDF. The settlement status (paid, partial, overdue) should be visible to both sides.
6. Disputes and adjustments
Disputes will happen. The right process: the partner flags a test in the portal within the dispute window, the reference lab reviews and either accepts (with credit) or rejects (with reason). The LIS should record the full history: original invoice, dispute, resolution, and final balance.
7. Reporting and analytics
You need to know, at a glance:
- Which partners send the most volume, and which are most profitable.
- Which tests drive the most B2B revenue.
- Where the TAT slips are, and with which partner.
- The aging of receivables.
A good LIS exposes this on the admin dashboard, not buried in a spreadsheet.
Related: Complete lab software feature guide · PHC-compliant healthcare software
