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Salespeople and commercial leaders face a significant challenge and big opportunity. Purchasing in healthcare is undergoing a fundamental shift. Buying decisions, once driven by individual clinicians, are increasingly being made by data-driven committees, cost-driven administrators, and sophisticated buyers. The hospital supply chain and purchasing organization is growing into a powerful force, and is deploying sourcing tactics to gain unprecedented discounts and bring clearer transparency to value. Selling in this new healthcare market in the same old way is a recipe for price erosion, declining margins, frustrated salespeople, and dissatisfied customers. Based on extensive experience and research, this is a practical guide that provides salespeople and commercial teams with the insights to approach economic buyers with renewed confidence. It provides proven strategies and tools to educate customers, sell your value, and defend your value against tough buyers.
- Understand the ten drivers of change in the new healthcare market
- Learn how the buyer views your sales bag and the sourcing strategies buyers use to extract value
- Navigate buying committees and learn to leverage your three elements of value - clinical, economic, and emotional
- Quantify your value and connect it to the customers' business and reimbursement model
- Adapt your offering and use negotiation trades to satisfy different buyers and defend your value
- Learn the clues to identify the four hospital buying behavior segments and how to customize your tactics to each
- Align your value selling to the six stages of customers' buying process
- Learn twelve common buyer games and how to defend your value against each
- Sales Rank: #3246042 in Books
- Published on: 2014-04-30
- Original language: English
- Number of items: 1
- Dimensions: 9.02" h x .56" w x 5.98" l, 1.03 pounds
- Binding: Hardcover
- 232 pages
Review
"If ever there was a silver bullet to successfully navigating the purchasing process in the healthcare arena, this is it. Provines has a knack for simplifying the complex and ordering the chaotic. If you run a healthcare sales organization, this is the book you need to read."
- Jason Aroesty, Regional Vice President, Siemens Healthcare Diagnostics
"Great book that addresses the challenges manufacturers face in the rapidly evolving US Healthcare Market. Healthcare Value Selling offers practical strategies & solutions on how to approach re-defining value through the eyes of the customer. Very well written capturing practical and real-world experience from both a manufacturer and Healthcare Provider perspective."
- Chris Maffie, Field Director, CNS / IM Managed Markets, Johnson & Johnson
"This book provides healthcare suppliers with practical and easy to understand examples designed to help them create their own tools, which can be used to defend the value of their products and services. Brilliant!"
- Mike Reiner, WW Sr. Director, Becton, Dickinson and Company
"Just in time! Our healthcare customer is undergoing a major transition. Healthcare Value Selling provides a model that will help prepare teams to deploy new value based selling approaches, and address the needs of the new healthcare buyer."
- Tom Reynolds, Director Global Strategy, Janssen Supply Chain
About the Author
Christopher Provines has over twenty-four years of global healthcare experience. He began his career in hospital finance and reimbursement. After graduate school, he joined Johnson & Johnson and later moved to Siemens Healthcare. His roles have included vice-president-level positions at both companies. He has extensive global experience in a variety of functions, including strategic pricing, reimbursement, health outcomes, finance, procurement, commercial excellence, key account management, and business improvement. He is a world-leading thought leader in selling, defending, and capturing value in healthcare. He is an advisor to many of the world’s leading medical technology and pharmaceutical companies. Chris has written many papers, articles, book chapters, and books. He is on the board of advisors for the Professional Pricing Society and is an award-winning adjunct professor at Rutgers University, where he teaches in the Supply Chain Management and Marketing Sciences Department. His research interests include the transformation of healthcare supply chains and the implications for suppliers. Chris earned his MBA from Rutgers University.
Most helpful customer reviews
2 of 2 people found the following review helpful.
Great book for hospital sales
By pbv
I really enjoyed this book. With all of the change (health care reform, VACs, economic buyers), selling to hospitals is getting tougher. The author gives an inside view of why and how hospital buying is changing and what it means for sales. He then moves on to how to deal with all of this change with practical "How-tos" and tools. Understanding value analysis committees, quantifying your value, dealing with strategic sourcing games, and leveraging switching costs are but a few of the topics I found helpful. It's practical, well written and loaded with tools and tactics specific to healthcare. It's an easy read, but has great material that makes it a handy reference. This book will help any sales manager or salesperson learn how to think more clearly about value and how to deal with the changing buyer.
1 of 1 people found the following review helpful.
Five Stars
By Amazon Customer
Very useful book
1 of 1 people found the following review helpful.
wonderful
By Naderz
The most comprehensive and useful book on this topic
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