IDNs – A Critical Market That Demands New Thinking - Winning Solutions for Attaining IDN Success
IDNs have real drawing power. They command attention in your strategies and action plans because they can tilt the scales between growth and failure. IDNs can offer volume and commitment. The problem is, very few know how to work with them to be successful.
IDN Training for All Levels – December 8th, 2010 – Dallas, TX
Learn from the Best
(1).jpg)
John Morkavich Jim Dausch Pamela Scott Carl Hice
Director Principal Corporate Vice President Director
Materials Management NCI Consulting Group Supply Chain Management Supply Chain
CHRISTUS St. Michaels Baylor Health Parkland Health
Join us for a full day of training on how to sell to IDNs on a daily basis. Learn how to prospect for the right heathcare systems, how to close them, write contracts with them and form strategic partnerships with America’s finest facilities. Join in discussions with Baylor Health and Parkland Hospital. Baylor has over 20 facilities and Parkland, with it’s over 900 beds, has one of the largest expansion projects currently in progess in the U.S.
Registration at http://www.anae.us/idn_training.html
DATE: December 8, 2010
LOCATION: Marriott North DFW,
8440 Freeport Parkway
AGENDA:
8:00 - 8:30 Introduction - Gary Gustafson, President, ANAE8:30 - 12:00 John Morkavich, Director, of Materials Management,
Christus St. Michaels Health System
"Strategies, Sales, and Contracting with IDN's"
Topic Number1: "Best Practices in Dealing With GPO's, IDN's, and Corporate Structure
How can you position your company to put its best foot forward in introducing your products or services? Would it be beneficial to understand how to structure your proposal in a foundational way that covers all the bases and could potentially overcome most all barriers or objections? What is interesting is that s, IDN, s and Corporate Structures
How can you position your company to put its best foot forward in introducing your products or services? Would it be beneficial to understand how to structure your proposal in a foundational way that covers all the bases and could potentially overcome most all barriers or objections? What is interesting is that our success might also require some new imaginative thinking on the part of your own firm as well as getting the road map of your customer.
Topic Number 2: "Negotiation and Barriers to Overcome When Selling to IDN's
This topic is always a hot button and while you want to prevent conflict there just always seems to be the proverbial fly in the ointment or a stick in the mud. We can explore various scenarios, discuss real world examples and even use the case method to challenge your own staff. There is never really one answer and you may have to be fast on your feet. Let’s explore prevention as we also examine some cures.
Topic Number 3: "Value Analysis"
A quite variable understanding exists of this topic and it can be as structured as a military briefing and operation or as disorganized as a herd of cats and your firm will be thrust into the middle of it somewhere along the supply chain. Get on the train and figure out the best seat as people debate the need to buy your products or services. There are facts and a lot of between the line issues that you don’t know about but may surmise.
12:00 - Noon Lunch Hosted by ANAE
1:00 - 2:00 Pamela Scott, M.B.A.,
Corporate Vice President
Baylor Health Care System
Topic: "Who is Baylor Health Care System?" and "What You Need to Know About Presenting Your Company and Products to Baylor?"
2:00 - 3:00 Carl Hice
Director of Purchasing
Parkand Health and Hospital System
Topic: " Understanding the Parkland Health and Hospital System and What Medical Suppliers Should Know About Contracting With Parkland on their New Hospital"
3:00 - 4:30 Jim Dausch, Principal,
NCI Consulting Group
"Keys To a Successful IDN Solicitation Plan"
Topic Number 1: "Healthcare Executives Value Proposition Characteristics"
Topic number 2: " A 3-Step Approach in Aligning Suppliers Value Proposition to the Customers Needs"
Topic number 3: "Workshop Exercise: Developing Your Own Companies Value Proposition"
4:30- Questions and Answers, Conclusion of Conference
JULY 2009
