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Product offerings
Managed Markets
Marketplace Basics:
Managed Care Curriculum
Sales professionals need to understand the ins and outs of managed care to successfully build market share for their products. The Marketplace Basics Curriculum explains the forces driving the growth of managed care, the methods used by MCOs to contain costs and control utilization, and tactics that sales professionals can use to gain access, overcome formulary and reimbursement-related objections, and pull-through their products with their customers. In addition, sales professionals learn about pharmacy claims processing, the importance of building two-way relationships with retail pharmacists, and how to leverage information gained from pharmacists to position products with targeted physicians.
ADDITIONAL COMPONENTS:
-Managed Care Physician Encounters Workshop: This game-like workshop engages teams of sales professionals in a friendly competition of how to address managed care challenges facing physicians.
-Docs and Clocks Board Game: This fast-paced, managed care-focused board game challenges small teams to answer questions to earn time in a sales call with a physician.
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Audience:
Sales Representatives |
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Behind the Lines:
Reaching Your Customer Curriculum
Successful sales professionals call on the whole office, not just the physician. The Behind the Lines Curriculum provides an inside perspective on the workings of a physician office in a managed care environment. It also shows how to gain access to and build better relationships with each member of the physician office (receptionist, office manager, nurse, and physician) and become a valuable resource to the office as a whole.
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Audience:
Sales Representatives |
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Institutional Selling Curriculum
The Institutional Selling Curriculum provides sales professionals with the knowledge and skills to profile their institutional accounts; identify, understand, and build relationships with their customers; gain formulary approval for their products (where applicable); abide by relevant rules and regulations; and drive utilization.
OFFERINGS INCLUDE :
Institutional Selling: Decoding the Hospital Curriculum:
This program includes both a handbook and a 1-day workshop, as well as a fun and educational board game, Formulary Ups and Downs, which focuses on a step-by-step process for obtaining formulary approval for your product.
Institutional Selling: Maximizing Growth in the Long-term Care Marketplace Curriculum:
This curriculum includes both a handbook and a 1-day workshop, providing institutional sales representatives with an overview of the LTC marketplace and the regulatory environment as well as strategies for building relationships with key customers and driving utilization.
Institutional Selling: Selling in the Federal Market:
This curriculum includes a handbook, a 1-day workshop, and an eLearning component, available as either a CD or a web-based program. Institutional sales representatives learn information and strategies for selling within healthcare institutions that fall under the supervision of the Veterans Health Administration, the Department of Defense, the Federal Bureau of Prisons, and the Indian Health Service.
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Audience:
Institutional Sales
Professionals |
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Pull-through: A New Perspective
An integrated pull-through process will help ensure your sales representatives and account teams seamlessly work toward the same goals as efficiently and effectively as possible. This process, when internalized and followed consistently, can help your entire organization reach its maximum potential. |
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Audience:
Sales and Marketing Professionals |
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Customized Pull-through Kits include the Pull-through Template, Data Analysis Guide, Support Guide, and Success Stories. Implementation options include: Pull-through Kick-off Meetings, Case Study Workshops, and Meeting-in-a-Box.
All pull-through materials are customized to meet the specific needs of our clients.
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Docs and Clocks
Docs and Clocks is a fast-paced, managed care-focused board game that challenges small teams to answer questions to earn seconds toward a sales call with a physician. Question
areas include:
-The World of Managed Care
-The Physician Office
-Physician Reimbursement
-Pharmacy Benefits
Participants will have fun learning while they gain a strong understanding of the managed care challenges faced by physicians and develop strategies to gain access and time with their customers.
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Formulary Ups and Downs
Formulary Ups and Downs reinforces the intricacies of getting a product on a hospital formulary. By answering questions, “riding up” elevators and “falling down” laundry chutes, players proceed through the six steps of the formulary process to gain market share points. Participants will have fun learning as they gain a strong understanding of the formulary approval process and strategies to get their products on the formulary.
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