NETWORKING FOR NATIONAL ACOUNT MANAGERS #1 of 5 by Gary Gustafson

Understanding the many networking sources available is a necessary characteristic of the most successful National Account Managers. Winning is about having it all. Let’s face it, you can’t be great without help. Blue ribbon networking starts with your own company.

Whether you cover GPO’s or IDN’s you need to network with your counterpart. Absolutely imperative. You don’t have control of your sales reps. Therefore, networking with your Regional Managers and VP of Sales is imperative. Successful strategies will always include them.

You will develop strategies for winning at the GPO and IDN level. This usually involves a team effort. For example, if you are working on an IDN with 20 hospitals, you will need data from all of them. Use your team for Networking. If you are working on a GPO contract, you will need data from the IDN’s in the Group. Network with your team. Have goals for your team.

Networking never stops. In my next short article, we will discuss specific networking strategies dealing with IDN’s.

SET GOALS – WRITE THEM DOWN

NETWORKING FOR NATIONAL ACOUNT MANAGERS #2 of 5 by Gary Gustafson

This is a briefcase guide for National Account Managers specifically targeting IDN’s. Whether you are responsible for IDNs or GPOs, this shoe fits.

In the last segment we talked about Networking being the cornerstone of success. Let’s target a fictitious IDN and use it as an example. Top Dog Healthcare is located in Lucky, TX. It has 21 hospitals located in 4 states. Your products could be sold into several departments in any hospital. Between choices like the “C” Suite, Safety, Regulatory, Engineering, Supply Chain and/or others, we should figure an average of 5 call points in each hospital. That is 105 call points in this IDN, not counting Headquarters. There is no way you will cover those call points. Networking is now in play.

Possible Networking Partners: 1.) Your sales reps and sales managers; 2.) If distributor reps are involved then you need to add them; 3.) GPO reps for each hospital; 4.) Hospital decision makers that you may know or develop; 5.) Sister Division reps and managers of your company are good choices, if you have them.

Networking Tools: (These are critical) Conference Calls on a regular basis; Zoom calls on a regular basis; schedule separate breakfast or coffee sessions at your company sales meetings, meet local networking partners at agreeable locations; develop a newsletter for your sales networking partners. At GPO meetings, schedule side meetings with appropriate reps; In addition to selected in-hospital calls, develop a strategy to meet with hospital decision makers at their IDN quarterly or annual meetings. Most department heads will have those meetings specific to their department. Host something.

These are just suggestions. Be creative and imaginative and build your own Networking Strategies. You will stand out. Don’t forget. “Data” is king. Check out the link for an idea on the charts you could keep with the help of reps. The chart information is only an example. Create your own per your own individual needs.

NETWORKING CHART FOR NATIONAL ACCOUNT MANAGERS
Chart should contain at least the following: Create your own chart in the style best suited for you. Add columns for issues relevant to your strategies.

IDN NAME

Name of Hospital 1 
Dept Choice of Product 
Your company Rep 
GPO & Rep 
Distributor & Rep 
Hosp Decision Makers 
Pertinent Comments 

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