Changing Landscape

Changing Landscape

Our training on the changing landscape will help your sales teams recognize strategic opportunities and tap into your customer’s changing needs, including those surrounding 340B, new performance measures, value-based payment models like MACRA and MIPs and other quality initiatives.

Accountable Care Organizations and Future Healthcare Delivery

This module covers the establishment of accountable care organizations and explores their potential impact on biopharmaceutical and device companies.

Accountable Care Organizations and Future Healthcare Delivery MDD

Accountable care organizations (ACOs) are a key component of healthcare reform. This module covers the establishment of accountable care organizations and explores their potential impact on medical device and diagnostic (MD&D) companies.

Current Trends in Healthcare

This module discusses some of the solutions and approaches being used by healthcare providers, payers, and consumers to control costs and improve patient care.

EHRs and Health Information Technology: Opportunities for MD&D Sales and Marketing

As healthcare reform advances, health information technology (HIT) and initiatives aimed at health information exchange (HIE) are at its core. This module looks at how legislation set the wheels in motion. It explores how the use of HIT is being fueled by the adoption of meaningful use, electronic health records (EHRs), and discusses the challenges associated with implementing EHRs. This module also clarifies the difference between EHRs and electronic medical records (EMRs), which arrived on the scene in many clinical practices before the nation-wide commitment to EHRs.

EHRs and Health Information Technology: Opportunities for Sales and Marketing

As healthcare reform advances, health information technology (HIT) and initiatives aimed at health information exchange (HIE) are at its core. This module looks at how legislation set the wheels in motion. It explores how the use of HIT is being fueled by the adoption of meaningful use, electronic health records (EHRs), and discusses the challenges associated with implementing EHRs. This module also clarifies the difference between EHRs and electronic medical records (EMRs), which arrived on the scene in many clinical practices before the nation-wide commitment to EHRs.

Five Facts Your Sales Team Should Know About Population Health

Payers, providers, and policy makers have become keenly interested in managing the health of specific populations. Population health is about more than public health, it is about tracking outcomes in particular subsets to improve the quality of care and deliver better value to the system as a whole. This job aid from CMR Institute presents five facts about population health management that your sales team should know as they call on accountable care organizations (ACOs) and other providers.

Improving Quality through CMS Initiatives Benchmarking and Customer Relationship Management

This module discusses quality improvement initiatives undertaken by the Center for Medicare and Medicaid services (CMS). It describes the concepts of benchmarking and customer relationship management (CRM), and gives examples of how these approaches are used in healthcare.

Integrated Delivery Systems and Accountable Care Organizations

This module focuses on the increased integration and consolidation occurring among provider organizations. Hospitals, physicians, and other providers are partnering to better ensure they can provide high-quality, lower-cost care in a coordinated manner across the care continuum (eg, primary care, specialty care, hospital care, post-acute care). At the same time, there is increasing competition among providers for contracts with commercial payers and employers, which are looking to form networks of care with those providers that can deliver value (quality / costs) to patient populations.

Integrated Delivery Systems and Accountable Care Organizations MDD

This module focuses on the increased integration and consolidation occurring among provider organizations. Hospitals, physicians, and other providers are partnering to better ensure they can provide high-quality, lower-cost care in a coordinated manner across the care continuum (eg, primary care, specialty care, hospital care, post-acute care). At the same time, there is increasing competition among providers for contracts with commercial payers and employers, which are looking to form networks of care with those providers that can deliver value (quality / costs) to patient populations.

Job Aid: Elevate Your Conversation (MDD)

If your customer conversations focus mainly on the features and benefits of your technology, your relationship with a surgeon, supply chain leader, or C-Suite executive may never get off the ground. This job aid provides conversation starters to help you have more effective and meaningful discussions with your customers while you demonstrate your expertise and credibility. These questions can be customized to your situation, no matter what sales model you follow.

Job Aid: Elevate Your Conversation (Pharma)

If your customer conversations focus mainly on the features and benefits of your product, your relationship with a physician, pharmacy director, or C-Suite executive may never get off the ground. This job aid provides conversation starters to help you have more effective and meaningful discussions with your customers while you demonstrate your expertise and credibility. These questions can be customized to your situation, no matter what sales model you follow.

Measuring the Patient Experience: Why it Matters to Industry

This module describes how providers are measuring and trying to improve the patient experience. Healthcare sales professionals will gain insight into how they can support their customers in these efforts.

Measuring the Patient Experience: Why it Matters to Industry MDD

More than ever before, providers in a variety of settings are investing time and resources to evaluate their patients' experience of care. Improving the patient experience is part of the "Triple Aim," and how patients rate their experience is an increasingly important metric in pay-for-performance programs like Medicare's Value-Based Purchasing (VBP) program. This module describes how providers are measuring and trying to improve the patient experience. Sales representatives will gain insight into how they can support their customers in these efforts.

Micro Minutes: ACOs

This Micro Minute outlines the characteristics of Accountable Care Organizations and describes the quality metrics used to measure ACOs. This module asks targeted questions to help you get started with a specific ACO account.

Microminutes: Group Practices

This Micro Minute details the shift toward outpatient care settings, and the ever-evolving role of the medical groups due to the focus on value-based care. In addition, this module covers the move from fee-for-service to fee-for-value regarding physician compensation, as well as some common tools and strategies being utilized by many medical groups today.

Microminutes: Hospitals

This Micro Minute uncovers the organization of the hospital structure and the common departments you will encounter within. This module also includes some helpful tips to consider as you build and develop a relationship with your hospital accounts.

Microminutes: IDNs

This Micro Minute describes the characteristics of Integrated Delivery Systems and reviews common IDS models. In addition, it discusses current challenges for IDSs and opportunities these challenges offer sales professionals. Finally, the application tools included in this module will help you understand the needs of specific accounts and identify the strengths weakness, opportunities and threats for your partnership.

Microminutes: Transitioning to Value-Based Care

Today, most physicians, hospitals, and other providers are under tremendous pressure to move away from their traditional payment and delivery approaches, which are based on service volume, to newer, risk-based models that reward providers for value. This Micro Minute takes a look at how providers can move toward true value-based care with strategies like: collaboration among stakeholders, utilizing technology and improving patient engagement.

Microminutes: Triple Aim

Healthcare costs cannot continue to grow at their current pace.  We must find ways to derive better value from the resources invested. This Micro Minute focuses on the three critical objectives of the Triple Aim that can lead to better models for providing healthcare.

Navigating a Hospital

When calling on hospitals, sales representatives need to understand the web of departments, divisions, and units within these highly complex organizations. This module describes the key medical and administrative areas in a typical hospital, as well as their primary functions.

Overview of the 340B Drug Pricing Program

This module will help you to understand the history of the Program, how it is monitored, and recent changes that have occurred since the adoption of the Affordable Care Act (ACA). You also will learn how to determine the impact of the Program in your market.

Patient-Centered Care

This module discusses the following topics: the patient's voice, a continuum of care, technologies that support patient-centered care, and measures of quality improvement in patient-centered care.

Population Health Management: A Strategy for Higher Quality and Lower Costs

This module outlines current approaches to population health management, including patient-centered medical homes (PCMHs), perioperative surgical homes (PSHs), and accountable care organizations (ACOs). The module also discusses the implications of population health management for biopharmaceutical and device companies.

Population Health Management: A Strategy for Higher Quality and Lower Costs MDD

Recognizing that a small percentage of patients is responsible for a large share of healthcare expenditures, more payers and providers are targeting specific patient populations for intervention. These payers and providers are designing programs that better coordinate care for high-risk patients in an effort to improve quality and reduce costs. This module outlines current approaches to population health management, including patient-centered medical homes (PCMHs), perioperative surgical homes (PSHs), and accountable care organizations (ACOs).The module also discusses the implications of population health management for medical device and diagnostic (MD&D) companies.

Selling in a Changing Hospital Environment MDD

This module explores today's changing hospital environment and what it means for selling products and services. Throughout, you will be asked to consider the impact to your own accounts.

Selling in a Hospital Environment

As healthcare delivery in hospitals continues to adapt to rapid market changes, the approach to selling in hospitals must also adapt. You already know the driving forces, an emphasis on cost and outcomes, coordinated patient care, value-based payment models, financial penalties, "meaningful use" EHRs, and population health management (PHM), to name a few. This module explores today's hospital environment and what it means for selling life-science products and services. Throughout, you will be asked to consider the impact to your own accounts.

Selling to Federal Accounts

Life sciences sales professionals who call on federal accounts are responsible for building and sustaining relationships that can have a substantial impact on their company’s bottom line. With so much at stake, account executives and other sales professionals should be equipped to deliver meaningful value to these important customers. This module describes some of the key federal accounts and how they contain drug costs and manage utilization. It also discusses key trends affecting market access and some of the customer-focused approaches that account managers and sales professionals can use to best position their products.

The Affordable Care Act and Its Implications for the Life Science Industry

Healthcare reform became a reality with passage of the Affordable Care Act (ACA) in 2010, and in June of 2012, when it was upheld by the US Supreme Court. Since then, however, it has faced continued challenges. As provisions within the ACA are implemented, and as other initiatives evolve, it is an interesting and challenging time to be in the industry. This module looks at the main aspects of healthcare reform set forth by the ACA, including expanding access to insurance coverage, closing the Medicare Part D coverage gap, and improving transparency between the industry and physicians. The module also explores the implications of these reforms for the life science industry.

The Affordable Care Act and Its Implications for the Medical Device and Diagnostics Industry MDD

Since the Affordable Care Act (ACA) was passed in 2010, it has faced several challenges, most recently efforts by Republicans to “repeal and replace” the Act. As some provisions within the ACA evolve while others are repealed or continue to face scrutiny, it is an interesting and challenging time to be in the medical device and diagnostics (MD&D) industry. This module looks at the main aspects of healthcare reform set forth by the ACA, including expanding access to insurance coverage, taxing medical devices (a provision that has been delayed), and improving transparency between the industry and physicians. The module also explores the implications of these reforms for the MD&D industry.

The Entry of Biosimilars into the US Market

More biosimilars are expected to enter the US market in the coming years, potentially creating a more competitive market for biologic products and other competitive products. Understanding the basics of biosimilars is crucial for sales teams with products that treat conditions such as rheumatoid arthritis, anemia, inflammatory bowel disease, skin conditions, and some cancers. This module explains how biosimilars are developed and the key concept of interchangeability. It also describes how customers view the emergence of biosimilars, including their expectations for how the products could affect healthcare costs in the US.

The Health Insurance Marketplace

Healthcare reform established a new way to shop for private insurance--the Health Insurance Marketplace. This module looks at the main features of the market and how state health insurance exchanges are evolving amid political unvertainty. The module also explores the implications of exchanges for various stakeholders, including life sciences companies.

The Health Insurance Marketplace MDD

Healthcare reform established a new way to shop for private insurance--the Health Insurance Marketplace. This module looks at the main features of the market and how state health insurance exchanges are evolving amid political uncertainty. The module also explores the implications of exchanges for various stakeholders, including MD&D companies.

Thought Leader Insights: Hospital Selling

Thought Leader Insights are a collection of podcasts that give you a glimpse into the discussions that industry leaders are having on important topics. In this collection, experts from leading health systems and training organizations detail what's changing inside hospitals as they face continued competition and financial pressures, combined with uncertainty about healthcare reform.

Thought Leader Insights: Payers, Providers, and Population Health

Thought Leader Insights are a collection of podcasts that give you a glimpse into the discussions that industry leaders are having on important topics. In this collection, a physician executive from a health plan and two executives from a retail pharmacy chain and a group purchasing organization (GPO) discuss how payers, providers, and other stakeholders are approaching population health management.

Thought Leader Insights: Understanding the Benefits of Value-Based Selling

Thought Leader Insights are a collection of podcasts that give you a glimpse into the discussions that industry leaders are having on important topics. In this collection, experts from Premier and Philips discuss value-based payment models, identify threats and opportunities to the industry and how to find common ground through value-based selling.

Today’s Medical Groups and the Transition to Value-Based Care

Today's medical groups are larger, more integrated, and more 'wired' than ever before. As the industry shifts from fee-for-service to value-based care, these medical groups face significant challenges and opportunities. Understanding the complex medical group environment is critical knowledge for healthcare sales professionals. This module discusses the trends affecting medical groups and how life science companies can build more meaningful partnerships with these important customers to help protect market access.

Today’s Medical Groups and the Transition to Value-Based Care MDD

This module discusses the trends affecting medical groups and how medical device companies can build more meaningful partnerships with these important customers to help protect market access.

Understanding ICD-10

In October of 2015, US healthcare providers and other industry stakeholders, such as health plans, began using the ICD-10 code sets to report medical diagnoses and inpatient procedures. This module helps you understand ICD-10 and how it impacts your customers.

Value-Based Care and the Changing Healthcare Delivery Model

This module discusses different types of value-based payment and how providers are preparing for the transition from fee-for-service medicine to value-based care. Healthcare sales professionals will gain insight into how they can be valued partners by offering products and services that support their customers' focus on value.

Value-Based Care and the Changing Healthcare Delivery Model MDD

Employers, health plans, government agencies, and consumers want to make sure that providers are delivering the highest quality care at the lowest cost possible. As a result, physicians, hospitals, and other providers are under tremendous pressure to move away from their traditional payment and delivery approaches, which are based on service volume, to newer, risk-based models that reward providers for value. This module discusses different types of value-based payment and how providers are preparing for the transition from fee-for-service medicine to value-based care. Sales representatives will gain insight into how they can be valued partners by offering products and services that support their customers focus on value.

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