During the Fall 2020 IDN Summit Virtual Experience, supply chain executives shared stories of how their supplier partners helped them to meet critical challenges including sourcing PPE and other pandemic-related supplies.

They also shared how some suppliers had differentiated themselves through their service and responsiveness. Many lessons were learned along the way and supply chain executives provided recommendations for suppliers as they continue to navigate through COVID-related challenges. 4 key takeaways emerged.

4 Key Takeaways For Account Directors

1. Create visibility and transparency – supply chain executives want transparency, even when it’s not good news. Executives appreciated those suppliers who were transparent and honest about allocation and pricing, particularly when the “why” was shared. Talk openly and don’t be afraid to give bad news.

2. Differentiate yourself as a strategic partner – now more than ever, supply chain executives need strategic partners. Do your homework and listen to their concerns. One executive commented that “he didn’t want to talk to a seller, he wanted to talk to a helper”. Think about how your products can help meet the strategic goals of the health system as well as those of the supply chain.

3. Provide relevant, clean data – Supply chain executives are incorporating data into operational decision making and rely on suppliers to provide clear and accurate data. Remember that the total cost of care is still important and be prepared to demonstrate know how your products can impact this metric. Share relevant data analysis that helps differentiate your products from the competition.

4. Provide relevant, clean data – Supply chain executives are incorporating data into operational decision making and rely on suppliers to provide clear and accurate data. Remember that the total cost of care is still important and be prepared to demonstrate how your products can impact this metric. Share relevant data analysis that helps differentiate your products from the competition.

There won’t be an end to COVID any time soon so it’s important for suppliers to prepare themselves for a long journey. Enhance your virtual selling skills and take the time to educate yourself on your customers’ world. In a rapidly changing market, your success depends on it.

We can help your account managers, directors, and sales teams improve their value-based selling and interactions with these important supply chain executives.

Whether you need a customized learning program on market access or account management or access to an off-the-shelf resource on organized customers, our learning strategists are here to help. Contact us at (800) 328-2615 or at solutions@cmrinstitute.org to find out more about how we can help.

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