Content Updates: Navigating the C-Suite

Integrated care organizations have impacted how pharmaceutical and medical device and diagnostics companies conduct business. With decisions made in the care organization’s C-Suite reverberating across the care continuum, sales professionals must possess the expertise and capabilities to showcase the company’s strategic value and forge impactful alliances.

Engaging with the C-Suite is not about having an individual product placed on a formulary or “preferred use” list, but rather about establishing the value your company can bring in areas such as patient education, patient engagement, population health, cost containment, and social determinants of health.

CMR Institute offers two eModules, Inside the C-Suite: Getting a Seat at the Table and Inside the C-Suite: The Lay of the Land, in two separate versions for pharmaceutical and medical device and diagnostic companies. These eModules help sales professionals understand the structures of care organizations and their goals and challenges. They learn about the profile of the C-Suite occupants and how their individual goals align with those of their organization.

These eModules provide sales professionals with strategies for presenting to the Value Analysis and Pharmacy and Therapeutics Committees. It enables them to ask the right questions and have detailed discussions on the level of expertise and capabilities your company brings to the table and the kinds of partnership opportunities you seek.

What’s New?

In light of the profound impact of the COVID-19 pandemic on hospitals and health systems, coupled with the ongoing financial pressures they face, we have made updates to reflect these new realities and their impact on the sales process. We have revised how the care organization’s commitment to the Quintuple Aim redefines value propositions and the information around the growth of accountable care organizations.

Virtual meetings have become the norm post-pandemic, and our eModules offer creative strategies for building meaningful virtual connections. Many pharmaceutical and medical device and diagnostic companies have made these eModules part of their account management training. Chat with CMR training experts to explore introducing these eModules to your program.