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Healthcare Value Selling

2014-04-30 Business & Economics
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Release : 2014-04-30
Genre : Business & Economics
Kind : eBook
Book Rating : 649/5 ( reviews)

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Book Synopsis Healthcare Value Selling by : Christopher D. Provines

Download or read book Healthcare Value Selling written by Christopher D. Provines. This book was released on 2014-04-30. Available in PDF, EPUB and Kindle. Book excerpt: Salespeople and commercial leaders face a significant challenge and big opportunity. Purchasing in healthcare is undergoing a fundamental shift. Buying decisions, once driven by individual clinicians, are increasingly being made by data-driven committees, cost-driven administrators, and sophisticated buyers. The hospital supply chain and purchasing organization is growing into a powerful force, and is deploying sourcing tactics to gain unprecedented discounts and bring clearer transparency to value. Selling in this new healthcare market in the same old way is a recipe for price erosion, declining margins, frustrated salespeople, and dissatisfied customers. Based on extensive experience and research, this is a practical guide that provides salespeople and commercial teams with the insights to approach economic buyers with renewed confidence. It provides proven strategies and tools to educate customers, sell your value, and defend your value against tough buyers. Understand the ten drivers of change in the new healthcare market Learn how the buyer views your sales bag and the sourcing strategies buyers use to extract value Navigate buying committees and learn to leverage your three elements of value - clinical, economic, and emotional Quantify your value and connect it to the customers' business and reimbursement model Adapt your offering and use negotiation trades to satisfy different buyers and defend your value Learn the clues to identify the four hospital buying behavior segments and how to customize your tactics to each Align your value selling to the six stages of customers' buying process Learn twelve common buyer games and how to defend your value against each This book will prove to be an invaluable source of ideas, strategies and tools for healthcare sales professionals, marketing teams, and executives responsible for leading winning commercial organizations.

Selling to Hospitals and Healthcare Organizations

2016-05-31 Medical care
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Release : 2016-05-31
Genre : Medical care
Kind : eBook
Book Rating : 375/5 ( reviews)

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Book Synopsis Selling to Hospitals and Healthcare Organizations by : Thomas J. Williams

Download or read book Selling to Hospitals and Healthcare Organizations written by Thomas J. Williams. This book was released on 2016-05-31. Available in PDF, EPUB and Kindle. Book excerpt: This Glossary is designed as an easy-to-use reference. In Part 1 users will find Business and Clinical words that are commonly used within medicine, insurance, finance, supply chain and clinical research defined within the context of the hospital and their related entities. Also included is a detailed listing of medical specialties. Part 2 contains a Healthcare Personnel Glossary that describes the most common titles of hospital personnel along with a brief overview of their job. It is not an all-inclusive healthcare personnel dictionary because titles, roles and responsibilities often differ between hospitals of various sizes and within healthcare systems. In addition, there are differences in titles between community hospitals and teaching hospitals. The latter includes teaching titles and research titles which we deliberately did not add to this missive. Instead, we have provided the most common listing of job titles of personnel working within hospitals and associated healthcare entities. Because physician practices are being purchased by hospitals we did include those. There are Four Appendices to assist the reader. Appendix 1 describes the most frequently used Acronyms and Medical Industry Abbreviations. Appendix 2 provides a short list of Anatomical Terms. Appendix 3 lists several Healthcare Agencies and Organizations that sellers may encounter in their discussions with healthcare personnel. Appendix 4 is a brief list of Prescription Terms.

The Price We Pay

2019-09-10 Health & Fitness
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Release : 2019-09-10
Genre : Health & Fitness
Kind : eBook
Book Rating : 129/5 ( reviews)

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Book Synopsis The Price We Pay by : Marty Makary

Download or read book The Price We Pay written by Marty Makary. This book was released on 2019-09-10. Available in PDF, EPUB and Kindle. Book excerpt: New York Times bestseller Business Book of the Year--Association of Business Journalists From the New York Times bestselling author comes an eye-opening, urgent look at America's broken health care system--and the people who are saving it--now with a new Afterword by the author. "A must-read for every American." --Steve Forbes, editor-in-chief, FORBES One in five Americans now has medical debt in collections and rising health care costs today threaten every small business in America. Dr. Makary, one of the nation's leading health care experts, travels across America and details why health care has become a bubble. Drawing from on-the-ground stories, his research, and his own experience, The Price We Pay paints a vivid picture of the business of medicine and its elusive money games in need of a serious shake-up. Dr. Makary shows how so much of health care spending goes to things that have nothing to do with health and what you can do about it. Dr. Makary challenges the medical establishment to remember medicine's noble heritage of caring for people when they are vulnerable. The Price We Pay offers a road map for everyday Americans and business leaders to get a better deal on their health care, and profiles the disruptors who are innovating medical care. The movement to restore medicine to its mission, Makary argues, is alive and well--a mission that can rebuild the public trust and save our country from the crushing cost of health care.

Understanding Value Based Healthcare

2015-04-03 Medical
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Release : 2015-04-03
Genre : Medical
Kind : eBook
Book Rating : 00X/5 ( reviews)

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Book Synopsis Understanding Value Based Healthcare by : Vineet Arora

Download or read book Understanding Value Based Healthcare written by Vineet Arora. This book was released on 2015-04-03. Available in PDF, EPUB and Kindle. Book excerpt: Provide outstanding healthcare while keeping within budget with this comprehensive, engagingly written guide Understanding Value-Based Healthcare is a succinct, interestingly written primer on the core issues involved in maximizing the efficacy and outcomes of medical care when cost is a factor in the decision-making process. Written by internationally recognized experts on cost- and value-based healthcare, this timely book delivers practical and clinically focused guidance on one of the most debated topics in medicine and medicine administration today. Understanding Value-Based Healthcare is divided into three sections: Section 1 Introduction to Value in Healthcare lays the groundwork for understanding this complex topic. Coverage includes the current state of healthcare costs and waste in the USA, the challenges of understanding healthcare pricing, ethics of cost-conscious care, and more. Section 2 Causes of Waste covers important issues such as variation in resource utilization, the role of technology diffusion, lost opportunities to deliver value, and barriers to providing high-value care. Section 3 Solutions and Tools discusses teaching cost awareness and evidence-based medicine, the role of patients, high-value medication prescribing, screening and prevention, incentives, and implementing value-based initiatives. The authors include valuable case studies within each chapter to demonstrate how the material relates to real-world situations faced by clinicians on a daily basis. .

Value-Based Healthcare and Payment Models

2019-11-15 Medical
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Release : 2019-11-15
Genre : Medical
Kind : eBook
Book Rating : 012/5 ( reviews)

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Book Synopsis Value-Based Healthcare and Payment Models by : Grace E. Terrell

Download or read book Value-Based Healthcare and Payment Models written by Grace E. Terrell. This book was released on 2019-11-15. Available in PDF, EPUB and Kindle. Book excerpt: NEW GUIDE DECODES VALUE-BASED CARE AND PAYMENT MODELS As value-based care is coming of age, deciding how to start can be an overwhelming task. Risks are high and success with the new models is challenging and time consuming. This book fills an important need by providing concrete and proven strategies to aid in an organization's successful transformation. The book is filled with practical, no-nonsense advice on the shift to value-based care in both the private and public healthcare sectors. This is the time when healthcare stakeholders need to rethink their own added-value strategies in a manner that best serves patients and providers alike. In the complicated world of payment and delivery system reform, this book deconstructs the most challenging concepts for the novice yet provides sophisticated insights for even the most seasoned executive. BONUS! The authors also lay out high-value strategies for 20 different subspecialties with specialty-specific changes in the way medicine is practiced and paid for.

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