Organized Customers

Organized Customers

Today’s organized customers are more complex than ever and our training will help your sales teams navigate hospitals, ACOs, IDN’s and multi-group physician practices while providing context for understanding what influences key decision makers in each.


Accountable Care Organizations eBrief

An Accountable Care Organization (ACO) is one of the ways the Affordable Care Act reduces health care costs while providing better cost management, better patient care, and better health outcomes. In this eBrief, we’ll take a closer look at the most relevant information pertaining to ACOs, including:
• The purpose of ACOs and the various types
• Growth trends and the geographic dispersion of ACOs
• Questions account teams should consider regarding ACOs

Alternative Healthcare Settings

The emphasis on containing healthcare costs by reducing the length of hospital stays helped fuel the growth in alternative care settings. Such settings are important components of the continuum of care and are the focus of this module. They include long-term care facilities, hospice care, and ambulatory/outpatient settings.

Focus of Outcomes Management

This module begins with a discussion of the various ways that healthcare organizations are attempting to manage clinical, economic, and humanistic outcomes. It then discusses the roles of stakeholders in outcomes management..

Health Plan Accreditation and Related Performance Measures

This module describes the primary organizations involved in the accreditation (and accreditation-related performance measures) of health plans, which include:
• The Joint Commission.
• The National Committee for Quality Assurance (NCQA).
• URAC.
• The National Alliance of Healthcare Purchaser Coalitions.

It also describes the role of the Healthcare Effectiveness Data and Information Set (HEDIS®) in quality programs and the impact it is having on healthcare organizations.

Hospitals and Post-Acute Providers in the Managed Care Environment

This module discusses the changing role of acute care hospitals and the growing role of post-acute providers, especially home care, hospice, and skilled nursing facilities.

Hospitals–Accreditation, Types, and Key Personnel

This module discusses hospital accreditation and describes the different types of hospitals within the healthcare community. It discusses key hospital personnel and highlights current trends in the hospital environment.

Inside the C-Suite: Getting a Seat at the Table

In integrated care organizations, decisions made in the C-Suite are applied across the care continuum. As these organizations are becoming central to our healthcare system, you are being asked increasingly to demonstrate your company's strategic value to their C-Suites. This module explains how integrated care organizations are reshaping the way life science sales teams conduct business. Then it describes a sales process that will help you succeed in the C-Suite environment.

Inside the C-Suite: Getting a Seat at the Table (Medical Device and Diagnostics)

This module explains how integrated care organizations are reshaping the way MD&D sales teams conduct business. Then it describes a sales process that will help you succeed in the C-Suite environment.

Inside the C-Suite: the Lay of the Land

This module provides the foundation you need to succeed in the C-Suite environment. It examines the types of healthcare organizations that comprise a C-Suite target audience and identifies the key goals they share. It also profiles the C-Suite occupants and discusses how their individual goals connect with those of their organization.

Inside the C-Suite: the Lay of the Land (Medical Device and Diagnostics)

This module provides the foundation you need to succeed in the C-Suite environment. It examines the types of healthcare organizations that comprise a C-Suite target audience and identifies the key goals they share. It also profiles the C-Suite occupants and discusses how their individual goals connect with those of their organization.

Integrated Delivery Networks and Accountable Care Organizations

This module focuses on the increased integration and consolidation occurring among provider organizations and insurers.

As described in this module, integrated delivery networks (IDNS), sometimes referred to as integrated delivery systems or provider networks, come in all different shapes and sizes, and they are formed through various types of formal legal structures as well as informal partnerships. This module will compare IDNs to Accountable Care Organizations (ACOs). It describes the features of these models.

Integrated Delivery Networks and Accountable Care Organizations (Medical Device and Diagnostics)

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 Networks eBrief

An Integrated Delivery Network (IDN) is a group of physicians working to form a healthcare system where a patient within the organization can receive a full range of preventive and acute care from one single provider. In this eBrief, we’ll take a closer look at the most relevant information pertaining to IDNs, including:
• The purpose of and IDN and its characteristics
• The IDN market influence
• Questions account teams should consider regarding IDNs

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.

Partnering with Organized Providers application eModule

Business acumen and customer insight are two of the most important competencies for account managers who call on organized providers. These skills help account managers forge lasting relationships focused on achieving mutual goals with their customers. This application tool is designed to help you better understand the needs of your accounts so you can confidently make the business case for a potential partnership with an integrated delivery system (IDS), an accountable care organization (ACO), or a large medical group.

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 in a Hospital Environment (Medical Device and Diagnostics)

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.

The Role of Accountable Care Organizations and Future Healthcare Delivery (Medical Device and Diagnostics)

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.

The Role of Accountable Care Organizations in Healthcare Delivery

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

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

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 (Medical Device and Diagnostics)

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.

Workshop: Inside the C-Suite: Getting a Seat at the Table

Integrated care organizations make decisions in the C-Suite and then apply those decisions across the entire care continuum. There is less emphasis being put on your products and more emphasis being placed on your company's ability to help hospital systems achieve their strategic goals. Inside the C-Suite: Getting a Seat at the Table will help you develop the consultative skills necessary to make successful sales calls within integrated delivery systems.

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