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 sufficient relationship with the buyer to establish both trust and likability are very important. Buying decisions
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 you win more quickly and much more often? The simple
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 planning including activities, schedules, and resource budgets. There are two
I’m always amused when a client asks us to devise a shortcut approach to accelerating their growth. And mature institutional clients (such as health plans, integrated delivery systems, etc.) request this magic as often as the smaller, more entrepreneurial companies. We hear the same misguided request from large and small software, population management, occupational health,