Intermountain drone deliveries begin; Labor Dept. funds nursing pipeline expansion; plus Jobs!

October 7, 2022

Hello NAW Subscribers -

I hope you like this issue of National Accounts Weekly and I hope to see you soon at two of our upcoming events:

Our 1st Annual ASC Meeting in Atlanta on Nov. 9-10, and...

IDN Insights Hosted by Amazon Business in Seattle on Nov. 16-17.

Sincerely,

John Pritchard

President of ANAE

Publisher of The Journal of Healthcare Contracting (JHC)

Intermountain Healthcare to change name in 2023

In 2023, Intermountain Healthcare will change its name to Intermountain Health, reflecting an added emphasis on keeping people healthy, as well as continuing to provide world-class medical care at its hospitals and clinics.

Intermountain’s mission of “helping people live the healthiest lives possible” will not change, and the organization will continue to champion preventative care and wellness, addressing social determinants of health, and healthcare innovations.

Zipline, Intermountain begin drone deliveries in the Salt Lake Valley

Zipline, a leader in instant logistics and delivery, announced it is beginning deliveries of prescriptions and medical products directly to select Intermountain Healthcare patients’ yards in the Salt Lake Valley area, and that interested customers can sign up to use the service and place orders.

Zipline’s Utah delivery system will expand gradually over five years and will eventually be capable of delivering directly to more than 1 million people. With this new partnership, the companies are making healthcare more accessible, convenient, and better for the environment.

Henry Schein's Scott Jackson to speak at JHC’s ASC Meeting in November

Please join us for JHC's first annual Ambulatory Surgery Center (ASC) meeting in Atlanta Nov. 9-10!

Scott Jackson, VP of Surgical Solutions for Henry Schein, will speak on a panel with Hilary Grittner, VP of Non-Acute Sales for Provista, and Robert Mayhew, MBA, CMRP, Director of Procurement and Contracting for Revo Health, on how stakeholders best collaborate for success when working with our nation’s ASCs.

View Agenda

Questions? Contact Anna McCormick at amccormick@sharemovingmedia.com.

Kaiser Permanente to speak at IDN Insights Hosted by Amazon Business

Please join us for JHC’s IDN Insights Meeting Hosted by Amazon Business in Seattle on Nov. 16-17! Hear from Andrew Lam, VP of Procure to Pay for Kaiser Permanente, on understanding the large IDN buyer of tomorrow that is here today.

Learn about Kaiser Permanente’s supply chain including the lasting effects from the pandemic and what suppliers need to understand about these changes.

The list of speakers includes:

Cecile Hozouri, Chief Supply Chain Officer, Scripps Health
Andrew Lam, VP, Procure to Pay, Kaiser Permanente
Amanda Chawla, Chief Supply Chain Officer, Stanford Medicine Health Care
Cairo Wasfy, Chief Resource Officer, Ardent Health Services
Dave Edwards, National VP, Business Development, Premier
Bill Kopitke, GM and Head of Healthcare, Amazon Business
Bruce Gilmore, Director, Enterprise Laboratory and Southwest Region Supply Chain Operations, Mayo Clinic

View Agenda

Questions? Contact Anna McCormick at amccormick@sharemovingmedia.com.

Please join us for ANAE’s Supply Chain Leader webinars with UPMC, CommonSpirit Health and URMC.

John Pritchard will interview three special guests in 45-minute sessions covering their top priorities, how their supply chain is structured and what suppliers can do to best support the health systems and work with them more effectively. Dates and guests include:

Oct. 12, 1 p.m. ET - Meena Medler, VP, Supply Chain Management, UPMC

Nov. 3, 2 p.m. ET - Kathryn Carpenter, VP, Sourcing, Contracting, Clinical Strategy and Implementation, CommonSpirit Health

Dec. 1, 2 p.m. ET - Carl Tietjen, AVP, Purchasing and Supply Chain, University of Rochester Medical Center (URMC)

Interested in our corporate membership packages?

Contact Anna McCormick at amccormick@sharemovingmedia.com.

Labor Dept. funds $80M to train, expand, diversify nursing workforce

The unprecedented demands that the pandemic placed on the nation’s nurses – combined with retirements and an aging workforce – have greatly increased the need for nursing workers in the U.S.

The U.S. Bureau of Labor Statistics projects that more than 275,000 additional nurses are needed from 2020 to 2030, and that employment opportunities for nurses will grow at 9 percent, faster than all other occupations from 2016 through 2026.

To help address challenges to developing a skilled healthcare workforce, the U.S. Department of Labor announced an $80 million funding opportunity through its Nursing Expansion Grant Program to support nursing training programs designed to expand the pipeline of nursing professionals while advancing equity and creating pathways for workers to fill these jobs and improve the nation’s healthcare system.

BD appoints new president of Medication Delivery Solutions

BD announced that Eric Borin has been named president of Medication Delivery Solutions (MDS) for BD.

Borin will be responsible for driving global strategic, operational and commercial performance of the MDS business unit and will report to Mike Garrison, executive vice president (EVP) and president of the Medical segment. Borin succeeds Rick Byrd who was recently promoted to EVP and president of the Interventional segment at BD. Since 2020, Borin has been president of the Pharmaceutical Systems business for BD.

Mayo Clinic in Rochester appoints new chief administrative officer

Mayo Clinic has named Natalie Caine chief administrative officer for Mayo Clinic in Rochester. She succeeds Mary Jo Williamson, who rotated to a new leadership role with Mayo Collaborative Services in August. Caine will assume her new role on Oct. 12.

As Rochester chief administrative officer, Caine will partner with Dr. Amy Williams, physician practice leader in Rochester and executive dean of the practice, to provide overall management of the Rochester practice and oversee the Rochester practice’s operating performance, financial strength and contributions to Mayo Clinic to cure, connect and transform healthcare.

Networking for National Account Managers

by Gary Gustafson, President

Preferred Marketing Programs

Understanding the many networking sources available is a necessary characteristic of the most successful National Account Managers. Winning is about having it all. Let’s face it, you can’t be great without help. Blue ribbon networking starts with your own company.

Whether you cover GPOs or IDNs you need to network with your counterpart. Absolutely imperative. You don’t have control of your sales reps. Therefore, networking with your Regional Managers and VP of Sales is imperative. Successful strategies will always include them.

You will develop strategies for winning at the GPO and IDN level. This usually involves a team effort. For example, if you are working on an IDN with 20 hospitals, you will need data from all of them. Use your team for networking. If you are working on a GPO contract, you will need data from the IDNs in the Group. Network with your team. Have goals for your team.

Networking never stops. In my next short article, we will discuss specific networking strategies dealing with IDNs.

SET GOALS – WRITE THEM DOWN

CMS seeks public input on national directory of healthcare providers, services

As part of the work to improve access to care, reduce clinician burden and support interoperability throughout the health sector, CMS today released a Request for Information (RFI) seeking public input on the concept of CMS creating a directory with information on healthcare providers and services or a “National Directory of Healthcare Providers and Services” (NDH).

Healthcare directories can serve as an important resource for patients, helping them locate providers who meet their individual needs and preferences and allowing them to compare health plan networks. Directories also can facilitate care coordination, health information exchange and public health data reporting.