Hello National Accounts Executives,
I have missed all of you! It has been a few weeks since I have published an issue. With the National Accounts Summit and Thanksgiving, time just got away from me!
This issue is action packed because a lot has been going on!
Welcome to the only newsletter dedicated to helping you succeed in contracting with GPOs, IDNs and RPCs!
John Pritchard
jpritchard@ShareMovingMedia.com
(770) 263-5262
Enjoy back issues of National Accounts Weekly by clicking
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First-ever National Accounts Summit was a great success!
Look at all those incredible National Accounts Executives above this text! The Association of National Accounts Executives (ANAE) hosted the first ever National Accounts Summit in Orlando, Fla., November 13-14 and over 100 people attended. The reviews from the attendees were very high! So I tell you with a ton of confidence to make sure you put this on your calendar for 2019!
For those who could not attend, I assembled these 7 key takeaways. If you attended the meeting, please add another takeaway that you learned!
- Hospitals and health systems estimate that it costs $60,000 to $80,000 to replace a nurse. It would be very valuable to a provider if you, as a supplier, can help to raise the job satisfaction of the nursing staff. For example, a product or service that promises your customer, “I can get your staff home sooner” would be viewed very favorably by the provider for reducing overtime pay, and it would make for happier nurses since they can go home on time at the end of their shift.
- Think of Value Analysis as a concept or process – not an event. Value Analysis is a continual evaluation of Total Value Management ,and suppliers need to be very clear what their role is. Value Analysis teams get 50-100 new product requests every month, so suppliers need to be clear about what makes their product stand out from the rest.
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The 10 Most Common Surgeries in the U.S.
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Surgery Benefits a Wide Range of Problems
People have surgery for many reasons. Sometimes it's to ease
pain
. Other surgeries are done to treat a disease or help the body work better. Surgeons may also need to operate to look for problems. In many cases, surgery saves lives. Some operations are performed much more often than others. The 10 most common surgeries in the United States vary widely in terms of condition treated and cost.
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Suppliers can now demystify Value Analysis!
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Suppliers that want to understand the Value Analysis process now have access to a training academy.
Check out the Value Analysis Academy. It can truly turn Value Analysis from "Sales Prevention" to a great opportunity when you take the time to understand it.
To get a discount use the following discount code!
Discount Code: ANAEVALUE
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WHO'S AFRAID OF AMAZON AND GOOGLE? NOT CLEVELAND CLINIC.
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It is a great discussion about innovation, disruption and what emerging stakeholders may look like as they all position for success.
One quote that really jumped out at me was:
"Reimagining Healthcare" is meant to present a positive outlook on disruption. Some view disruption as unsettling. Cleveland Clinic looks upon disruption and change positively, as an opportunity. We look forward to what's on the other side of these changes—what the future holds for healthcare."
Pete O'Neill-Cleveland Clinic
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7 Supply Chain Leaders with very Bright Futures!
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Here are this year’s Future Leaders – as well as an excerpt from each one’s nomination:
- Sterling Borders, director, supply chain management, Med Center Health, Bowling Green, Kentucky. (“As his operational knowledge has grown, so has his willingness to engage in a collaborative manner with clinicians and physicians.”)
- Derek Havens, associate vice president, strategic sourcing and engagement, HonorHealth, Scottsdale, Arizona. (“Since Derek’s arrival at HonorHealth, a new culture has been created within the organization centered around the physician engagement strategy that he has developed.”)
- Tyler Loeb, strategic sourcing manager, clinical supplies and services, Jefferson Health, Center City, Pennsylvania. (“Tyler is able to balance the demands of his clinical stakeholders, organization savings targets, and supplier relationships.”)
- Matt McGraw, vice president, supply chain integration, OSF HealthCare, Peoria, Illinois. (“Matt McGraw leads the teams that manage sourcing, supply chain management, ERP and data, and is supporting OSF’s new consolidated service center.”)
- Josh Plauny, director, materials management, VCU Health System, Richmond, Virginia. (“His passion is leading teams to deliver structure and process that increase the likelihood of desired outcomes while minimizing errors.”)
- Bruce Radcliff, vice president, sourcing strategy, Advocate Aurora Health Care, Milwaukee, Wisconsin, and Downers Grove, Illinois. (“Bruce Radcliff came from outside healthcare and brings solid supply chain fundamentals, coupled with an inquisitive mind.”)
- Matt Roberts, director, internal control, HealthTrust Supply Chain Operations, Richmond, Virginia. (“Matt Roberts is comfortable interacting and providing influence to a diverse set of leaders.”)
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Thanks for reading this issue of National Accounts Weekly! Let me know what you think!
You are now in the know!
John Pritchard
P.S. You can follow us on twitter @NatAcctWeekly
P.S.S.: Please forward this to your friends and colleagues. They can receive their own free subscription to National Accounts Weekly by
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