SELLING AND MARKETING YOUR PRODUCT/SERVICE
Today’s institutional sales environment is constantly evolving. The competitive bid process for healthcare institutions and buying groups is complex. There is an increasing focus on transparency and procurement is progressing from a price to value based healthcare focus.
It is essential that your sales efforts be aligned to government and hospital priorities. Sales growth will favour companies that contribute to solving customer challenges.
Healthcare Suppliers Must Address Key Issues Such As:
• What are the current procurement policies and future trends/plans?
• How do we manage the differences between price and value based procurement?
• How can we make the sales force more efficiently to retain and attract customers to accelerate sales growth?
• How do we move from being a supplier to a partner that contributes to solving customer issues?
• How do you effectively open a dialogue with customers about value based healthcare procurement?
We have the expertise and programs to help you understand and better manage the evolving procurement environment to accelerate growth.
Healthcare Institutional Competitive Bid and Sales Solutions
• Enhancing bid management processes
o Analysis and training (‘Navigating Hospitals Strategically’ to grow sales)
• Growing sales and adoption of products in healthcare institutions - Healthcare Accelerator for Technology Adoption – Healthcare ATA ©
o Helps define decision making process
o Clinical and administrative stakeholder mapping
o Builds consensus among key influencers
o Creates product/technology adoption plan and grows sales
• Building advisory boards that drive development of consensus and calls to action
o Key opinion leader development
• Developing healthcare institutional patient pathways and treatment algorithms
• Change management to support adoption of products/services
Sales and Marketing Training and Development Programs
• Establish sales processes, tools, and training for key account management and tenders
• Linking your sales program to value based healthcare
o TAPS© Total Account Penetration Strategy Sales Program©
• Establish marketing processes, tools, and training
o TaFFy© Target Focus and Frequency Marketing Program©
• Project management:
o Performance metrics for sales effectiveness, products and programs