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    Restructuring for an Integrated Market: Healthcare Moving Forward

    by Jan Beery on Apr 1, 2013 12:23:10 PM

    HIDA Executive 2013 was filled with topic-driven discussions that brought some incredible minds together to brainstorm, strategize, and explore solutions.

    The session, Restructuring for an Integrated Consolidated Market: Healthcare Moving Forward, didn’t disappoint. Kevin McNamara of TIDI Products, Steve Blazejewski of Covidien, and Dave Myers of Seneca were on the panel, and Elizabeth Hilla of HIDA moderated.

     Following are several necessary actions items the panelists addressed:

    • Greater Transparency in relation to costs and costs to serve are being sought after. If you’re not the organization educating, someone else will. What are the customers requesting?
      • What does it take to manufacture x product?
      • What are the requirements to serve?
    • High Level Selling keeps being brought up, what does that mean?
      • The role of the sales rep is dramatically changing.
      • Being a resource, educate, consultative selling will be vital.
    • Provider Focus will be centered around cost reduction.
      • Visibility and transparency
      • The development of transactional cost reduction

    The industry is feeling the need to evolve into more consultative and more resource driven, in order to remain key players. This is a good thing!

    Forward-thinking and strategy will set you apart, keep your business relevant, and continue your growth opportunities in a changing environment.

    What do you see as your biggest challenge with providing value enough to reach those top level decision makers?
    image via buddawiggi.


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