The old model of selling purely on clinical benefit in the U.S. healthcare industry is dead. Profound changes are underway in how hospitals and other healthcare providers make purchase decisions for medical devices, services, diagnostics, and pharmaceuticals.
In this half-hour webinar, Christopher Provines describes the dramatic impact that the Accountable Care Act (ACA) will have on all healthcare suppliers. Chris explains how new purchasing practices and business models such as value-based purchasing, bundled payments, Accountable Care Organizations and quality-based reimbursement will change the rules of the game for selling and negotiating.
Learn:
* Tips for how to effectively engage customers in this "new normal" healthcare environment
* Strategies for quantifying the value of your offering and how to connect it to your healthcare customers' business model
* Best practices for how to grow your healthcare business
3. 3
Today’s Presenter
Quantifying and Capturing Value in the Age of Healthcare Reform
Chris Provines is a healthcare and medical technology
industry veteran. He has 23-years of experience in various
functions, including executive roles at Johnson & Johnson
and Siemens Healthcare. He is a world-leading expert in
medical technology pricing and market access. He is the
CEO of Value Vantage Partners, a global consulting and
training company focused on strategic pricing, value selling,
and sales negotiations.
Chris is the author of the Strategic Pricing for Medical
Technologies, and is an award-winning Adjunct Professor at
Rutgers University Business School where he teaches in the
MBA program. He can be reached at
chris@valuevantagepartners.com.
20. 20
Professional Pricing Society Spring Conference
• Ed Arnold will be presenting, “Anyone Can Build a Value
Model: Let Me Show You How”
• Friday, May 3rd at 1pm PDT
21. 21
LeveragePoint framework for Customer Value
Reference
Value
Positive
Differentiation
Costs unique to
doing business
with you
The Unique Value
You Provide the
Customer
Confidential
Quantify Value
Visualize Value
22. 22
Communicate value with confidence & consistency
Planning
Costs
$5.40
Reduce
Testing
$7.36
Lost
business
$3.06
Reporting
$3.08
Integrate
$2.88
Value Message Value
Higher levels of reliability reduce
operating failures
$108,000
Streamlined parts inventory
reduces parts carrying costs
$320,000
Higher output and revenue due to
reduced excavator downtime
$720,000
Fuel efficient engines reduce
energy costs
$640,000
Engage customers by
showing them how you
impact their bottom-line
Confidential