This article is only for the top 10% of National Account Executives

I am serious about this! Only the top 10% will want to understand where the nations IDNs are on the Sourcing Maturity Scale. The way you prospect, present and pitch an IDN should vary tremendously dependent on how evolved they are in the Sourcing Maturity Scale.

If you were selling widgets to the grocery industry you wouldn’t approach Wal-Mart the same way you would to the locally owned convenience store. But great healthcare brands are contracting with Paducah Health System and Mayo the exact same way! This must stop! Not all customers and prospects are created equal, some are more equal than others!

Thanks to one of the brightest minds in our industry, Joe Walsh of Pensiamo for sharing this on LinkedIn. It is a great discussion on Strategic Sourcing vs. Category Management by Anne Kohler of The Mpower group.

Remember this is not for everyone….

Read the full story here