Vendors will look at a number of things. For example, how important is your practice or group to the overall vendor marketing strategy? Are you located in an area that is underserved by your vendor? Would you be a good referral site? Do you represent a specialty in which the vendor needs more. And, of course, the more providers you bring to the table on any particular deal, the better leverage you have. I’ve brought clients interested in the same vendor together in the past as sort of an ad hoc “EHR buying group” to maximize provider counts. There are a number of other strategies too numerous to mention here.