Any supplier trying to gain market share with an IDN better prove their value proposition lines up with what the system is worried about. Being the best in your category will not secure the market share you deserve. Best practices show that you need to address one of the top concerns of the IDN executives.
Here are the top 3 concerns of hospital executives:
1. Financial Sustainability
Hospital executives are often concerned about the financial sustainability of their organization. This includes managing rising costs, ensuring proper reimbursement from insurance providers, and optimizing revenue cycles. They need to find ways to balance the financial health of the hospital while providing quality care to patients. If your products or services can help them increase revenues or decrease costs, you could very well be moved to the top of the line
2. Quality of Care and Patient Safety
Hospital executives are highly focused on maintaining and improving the quality of care provided to patients. They are concerned about patient safety, reducing medical errors, and preventing hospital-acquired infections. Executives strive to implement evidence-based practices, improve clinical outcomes, and enhance the overall patient experience. If you have proof that you can move the mark on any of these metrics, lead the conversation with those claims -- and have proof.
3. Regulatory Compliance and Healthcare Reform
Hospital executives face the challenge of keeping up with an ever-evolving regulatory landscape. They need to ensure compliance with various federal, state, and local regulations to avoid penalties and maintain their reputation. Healthcare reform policies, such as changes in reimbursement models or electronic health records requirements, also pose concerns and require adaptation within hospitals. Administration of regulatory compliance is exhausting. If your products or services can in any way alleviate or reduce these administration burdens, then communicate this to your supply chain contacts.
IDN supply chain leaders are stretched thin. When you’re trying to get their attention, you are not just competing with other brands in your category -- you’re competing with the executive’s daily interruptions such as ERP conversions, mergers and acquisitions, supply shortages, audits, and labor issues, just to name a few. You simply will not get the luxury of telling your whole story and all the features and benefits of your services or products. What will gain their attention is how your products or services directly move the needle on their top concerns!
About the IDN Directory
The IDN Directory is the go-to resource for Health Care Suppliers who want the latest insights and information about the largest health systems in the U.S. and their supply chain leaders.
More than just a database, the IDN Directory’s supply chain-focused content provides sales reps with a clear and comprehensive idea of their customers’ supply chain needs and activities, empowering them to achieve success with GPO, Direct, and Regional contracting.
To request a live demo of the IDN Directory, email us at Demo@IDNDirectory.com.
