From Small to Large, What Can Manufacturers Do to Gain an Edge?
It appears that the trend for Medicare continues toward value-based care.
What are your next steps?
- If you have not done so already, make sure you have collected data to show strong clinical outcomes. White Papers, poster presentation and published studies will be a requirement to success;
- Develop a strong value-analysis story. Roll this outcome information into a strong win-win that shows and measures your savings and clinical enhancements;
- A strong enterprise sales solution will be required. While your sales team is working at the account level, you will need to consider a strong presence at the IDN and GPO level to tell your story. Communicate your value analysis story, managing the contract relationships and driving awareness are all keys to success.
The Essential Solution
After you have done your homework, the execution is critical. Many small to mid-size companies have had little or no interaction with the IDNs and GPOS. That’s where EHM comes in. We have been doing this for years and with highly experienced and accomplished Executive-Level National Account relationship executives. Why hire someone that will cost your organization $200,000, or more, all in?
EHM can manage this part of your strategy for a fraction of that cost.