DESCRIPTION
The cost and quality of healthcare delivery has become the dominant issue confronting hospitals and healthcare systems today, and hospitals are seeking ways to reduce costs while improving care. This highly interactive Strategic Account Management program is designed to increase understanding of Hospital Executives’ challenges and how to relate a supplier's products and services to their needs. Using case study analysis, presentations, workshops, and a simulation, the program provides Sales Reps and Account Managers with the opportunity to develop and implement winning account strategies.
KEY TOPICS
- Best Practices in Hospital Strategic Account Planning
- Developing a Customer Needs Audit
- Understanding the Customer Decision Process
- Developing Executive Relationships
- Quantifying Added Value of Products and Services
- Winning Account Strategies
- Ten-Step SAM Model and Planning Guide
OUR APPROACH
In the Hospital SAM program, participants receive feedback on their competencies, develop SAM plans for their own accounts, and compete for a prospective contract at a simulated hospital.
OUTCOMES, Participants will:
- Develop Strategic Account Plans for participants’ own active accounts
- Understand the information critical to diagnosing customer needs
- Gain access to and communicate with customer executives
- Effectively present the benefits of a partnership with the participants’ company
- Formulate competitive positioning
- Improve the participants’ ability to leverage resources to close complex sales
- Prepare winning proposals
- Increase the quantity and quality of hospital contracts
Hospital Simulation
This simulation offers competing teams the chance to: