Our journey @ www.nationwidedocs.org and how we navigated through the maze to emerge as the pioneers in establishing a chain of primary care clinics to revolutionize the healthcare ecosystem - the beginning!

1. NationWide - The Family Doctors Confidential – Unauthorised Circulation is Prohibited
TREBUCHET MS 15 PT <Designation>
NationWide Primary Healthcare Services Pvt. Ltd.
TREBUCHET MS 20 PT <Name>Dr (Maj) Satish Jeevannavar
MBBS, Exec MBA (IIM Bangalore)
Director - Business Development and Innovation
NationWide Primary Healthcare Services Pvt. Ltd.
Selling - Navigating the Maze
05 Sept 2013
http://www.nationwidedocs.org/

2. NationWide - The Family Doctors Confidential – Unauthorised Circulation is Prohibited
The greatest sales man?
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“A customer is the most important visitor on our premises. He
is not dependent on us. We are dependent on him. He is not an
interruption in our work. He is the purpose of it. He is not an
outsider in our business. He is part of it. We are not doing him
a favor by serving him. He is doing us a favor by giving us an
opportunity to do so.”
Gandhiji’s first public address after
returning to India…

3. NationWide - The Family Doctors Confidential – Unauthorised Circulation is Prohibited
• Healthcare industry valued at US$ 79 billion in 2012, and is expected
to reach US $280 billion by 2020
• Grown at CAGR of 19% from 2005-11
• Indian Govt plans to increase healthcare spending from 1.4% to 2.5%
of GDP by 2017
• Driven by 300 Mn middle class
• The Indian healthcare providers plan to spend Rs 5,700 crore (US$
986.16 million) on IT products and services in 2013 as per a report by
Gartner
• The IMR declined from 58 in 2005 to 44 in 2011
• The annual rate of decline of IMR improved by about 37% in the
period after inception of NRHM ie. 2005-11 as compared to 2000-05
Few facts…
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http://www.ibef.org/industry/healthcare-india.aspxNRHM: PTIwww.deloitte.com/assets/Dcom.../uk-about-india-matters.pdf

4. NationWide - The Family Doctors Confidential – Unauthorised Circulation is Prohibited
Sorry – there are no 4P’s in Sales!
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5. NationWide - The Family Doctors Confidential – Unauthorised Circulation is Prohibited
Is there any Technique?
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USE WITH CAUTION!!!
You have to develop your
own techniques…

6. NationWide - The Family Doctors Confidential – Unauthorised Circulation is Prohibited
Networking, networking, networking…
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Never burn bridges…

7. NationWide - The Family Doctors Confidential – Unauthorised Circulation is Prohibited
Keep your antenna wide open!
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The reception/waiting lounge of any office…
Dead fish in aquarium…
Security staff with ear phones…
There are learnings everywhere…

8. NationWide - The Family Doctors Confidential – Unauthorised Circulation is Prohibited
Employees
Customer
Investor
The “ICE” rope walk!
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The beauty of win-win partnerships…

9. NationWide - The Family Doctors Confidential – Unauthorised Circulation is Prohibited
Context Matters!
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Parthenon_Healthcare seminar_New Horizons in Indian Healthcare

10. NationWide - The Family Doctors Confidential – Unauthorised Circulation is Prohibited
Context Matters!...(Contd)
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Parthenon_Healthcare seminar_New Horizons in Indian Healthcare

11. NationWide - The Family Doctors Confidential – Unauthorised Circulation is Prohibited
Prioritize-Focus-Deliver
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We all have 24 hours in a day…
Learn to say NO
Each and every Task

12. NationWide - The Family Doctors Confidential – Unauthorised Circulation is Prohibited
But few personal learning's…
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“NEVER SAY DIE” attitude
PERSEVERANCE pays
RESILIENCE is rewarding

13. NationWide - The Family Doctors Confidential – Unauthorised Circulation is Prohibited
• Doctors shortage in India (and US too after
spending 16% of GDP!)
• Is policing/penalizing the right approach?
• Technology can only be an enabler?
• About 23000 PHC’s in India – approx 10% do NOT
have a single doctor!
• Do we need more
doctors/specialists/AYUSH/hospitals or medical
colleges?
Still seeking answers…
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If there is a cure for every ailment then
what will the doctors do…?

14. NationWide - The Family Doctors Confidential – Unauthorised Circulation is Prohibited
THANK YOU
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