“Theory of Partnership Selling”

Meet the Challenge from the Supply Chain Hall of Fame

Learn the art of matching supplier and provider values. Plan your sales meeting with our team. 7 Things you should take away from your National Sales Meeting National Sales Meeting  -  (Knock it Out of the Park) Understand hospital strategic Goals/Needs – Beyond Price Understand the strategic imperatives of the organization and the alignment of the product or service they offer.

• Know the customer policy, guidelines & structure, i.e. appointments, protocol, Vendor credentialing requirements, etc. Why do hospitals rely on them?
  1. Governance
  2. Safety
  3. Communication
  4. Consistency
   
• Value Analysis – Supply Chain Science of the future. The functional design of Value Analysis is to facilitate interaction between the decision – maker and critical information.
  1. Understand the strategic imperatives of the organization and lead the alignment of the product or service they offer.
  2. Ability to define the value of a device, product or drug in the terms of the total cost of ownership.
  3. Defining value from a patient’s and staff’s perspective. Price vs Value.
   
• Reimbursement Challenges – Volume to Value!
  1. Bundled Payments
  2. Value-based Purchasing
  3. Reduced Readmissions
  4. Prevent Medical Errors
  5. Accountable Care Organizations
   
• Cost, Quality & Outcomes CQO – the next primary element Supply Chain decisions are based. Be able to speak from a CQO approach. Understand how to present the true impact of your product.
  The CQO Movement looks at the intersection of and the relationship between:
  1. Cost: all costs associated with delivering patient care and supporting the care environment.
  2. Quality: patient-centered care aimed at achieving the best possible clinical outcomes.
  3. Outcomes: financial reimbursement driven by outstanding clinician care at the appropriate cost.
  It is important that these relationships be considered together rather than in separate silos.
   
• Hospital’s Budget, know what you don’t know? The key factors of hospital budgets.
  Two Basic parts:
  1. Capital – Know the Language and the Process.
  2. Operational – Know the two largest items and your influence on them.
  Basic understanding of how a healthcare system reviews, approves, implements, and measures their budgets leads to understanding and lowering Total Cost of Ownership (TCO).
   
• Know GPO Processes and how and why hospitals depend on them.

REGISTRATION, PRICING, AND INFO ON FREE INTRODUCTION WEBINAR TO YOUR EXECUTIVE TEAM

Call Gary Gustafson at 949-583-9972 or email ggus@preferredmarketingprograms.net.