Are You Customer Centric in Words Only?

Ask a company executive if their organization is customer-centric and you will receive a resounding and emphatic “YES” followed by several concrete examples. Is this reality or fantasy? Customer-centricity can have different nuances of meaning. First, it can mean that an organization places the customer at the center of their universe and realizes that without […]

Understanding the Steps in the Hospital Value Analysis Process

For most sales professionals navigating the Hospitals Value Analysis Committee (VAC) is like trying to walk through a minefield. You don’t want to get blown -up and you want to survive (win). Before you can win with the VAC you must understand how a VAC operates. Understanding the steps in their process positions you to […]

I Want This Product Why Do I Need to Complete a Value Analysis Form?

You have heard this story before. You have this exciting new product. You know your surgeons (or insert key stakeholder here) will love it. For some time now you have been telling them it’s coming, extolling its virtues and planting the seeds for why they will want to see and use the product when its […]

Opinion Leaders That Are Influencing Your Hospital Buyers Purchase Decisions

  They are often behind the scenes and observable to only their client…the hospital stakeholder. They often only surface to the sales representative late in the buying process but they are a presence in many of the hospital purchase decisions taking place today. They are third party influencers who don’t sell a product that competes […]

Hospital Business Acumen- “FIVE MORE” Healthcare Terms You Should Know!

This blog is a follow-up to one we published several weeks ago in which we posed the question “Are you becoming lost in the vast array of new healthcare terms, acronyms and abbreviations that have been introduced and bantered around”?  if yes, don’t be alarmed! This is one of the challenges that sales professionals face […]

Within the Hospital: Who Cares & Who Pays?

In every sale of a product or service to a hospital, there are two fundamental questions that must be answered. They are: Who Cares and Who Pays? Who Cares is a list of all of the stakeholders that are involved in the purchase decision. Savvy sales professionals know that it’s fundamental to make a comprehensive […]

The Hospital OR: Should They Go Rep-Less?

As hospitals transition from a fee-for-service payment model to a world of value-based purchasing, accountable care, aligned incentives and bundled payments there is continued pressure to reduce costs while maintaining or improving the quality of care. Professional buyers and Value Analysis Committees are leading the cost saving charge because every dollar saved drops straight through […]