BLOG Manage Health System Relationships GUIDE Key Account Management Access our Guide to Key Account Management VIEW GUIDE With the increase of GPOs and IDNs in healthcare, our clients are very interested in improving their management of health system relationships....
Can training and coaching effectiveness can be measured at all? Maybe. A few questions come to mind: 1. What is your objective? What do you expect to get out of it? 2. How do you define effectiveness? 3. Do you know your precedent, intervening,...
In our meetings with clients, this is a very frequent refrain, often stated after a large sale has been lost and no one is sure why. At HSP, we support the strategy of entering accounts high and getting into administration early. However, this is not as simple a task...
Integrated Health Systems came into being for very good reasons–not the least of which was the rationalization of services and reducing overall costs of delivery. As these systems mature and become more integrated, the types of relationships that they desire...
Deloitte feels healthcare spending will continue to increase at a rate of 5.4% until 2022, double that of the period between 2013-2017. To the med-tech, med device and life sciences sales teams out there, are you getting your unfair share of that increase? As we...
Successful hospital selling organizations recognize that connecting their solution to key hospital objectives and metrics is essential in their long-term strategy. What exactly are the areas where industry must impact for their customers? The Affordable Care Act...
