Industry Insights
What is Asymmetric Business Development (ABD)?
It’s been getting frantic out there lately for sellers in the healthcare industry. In our market research, we’re increasingly hearing a common message: Payers and TPAs are not closing enough deals with employers fast enough. Providers and Integrated Delivery Systems...
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Transition from Hospital Centric to Integrated Care Delivery System
Lately, we’re not always popular with our hospital clients. We increasingly seem to be the bearers of uncomfortable but important news. The business model of the traditional hospital-centric healthcare delivery system is under attack. The rapid growth of value-based...
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6 Common Population Health Management Questions from Payers/Providers
Population Health Management or PHM is now described as the solution to many of the challenges facing the healthcare industry. Payers and providers are generally somewhere between deciding if and how it applies to them and full blown implementation. Industry vendors...
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7 Payer Strategies to Succeed at Value Based Care & Reimbursement
Healthcare industry payers are now moving aggressively toward value based care and reimbursement models with their provider networks. Payers of all types – employers, commercial insurers, government or individuals - can’t indefinitely sustain cost trends higher than...
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8 Provider Strategies for Value Based Care Financial Sustainability
The healthcare industry transition to value based care & reimbursement (VBC/R) is disrupting traditional business and care models. Both payers and providers are challenged to re-imagine and re-engineer their business and revenue models, organizational structures,...
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Confusion & Misunderstanding About Value-Based Care Implementation
Industry transition to value-based care & reimbursement (VBC/R) is happening. In fact, it’s happening faster than many comfortably predicted just 24 months ago. But in our work helping providers and payers plan and begin implementing various VBC/R strategies over the...
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10 Top Healthcare Trends That Are Transforming the Industry
Technology, globalization and continual economic pressures are taking our world by storm. Every industry is having to evolve at breakneck speeds to keep up with the new demands and expectations of consumers. The following top 10 healthcare trends will completely...
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4 Key Dynamics of the Healthcare B2B Buying Process
Traditional business development lore holds that the key to deal closure starts with getting in the door – ideally with a referral, and then presenting a compelling value proposition. Most experienced business development experts also understand that having a...
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Healthcare B2B Deals: Align on These 5 Challenges to Make the Sale
Why are sales cycles so long and deal closure rates, for the even the most productive salespeople in the healthcare industry, generally only between 20 and 30%? If you are credible, nice enough, and have a good value proposition relative to your competition, why don’t...
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How to Assess Your Product-Service Alignment with Market Requirements
In order to accelerate your growth it is essential that you assess how your products and services align with what and how the healthcare market wants to buy. This will define the potential for growth under varying market and investment scenarios, and will drive market...
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