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.