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Defining Value Proposition: The Key to Sales Success – Online
RECORDING
Event Description
The panel, led by John Strong, will discuss the Value Analysis process employed by hospital procurement teams to consider new medical technologies. The discussion will focus on critical components of their decision-making process including impacts on healthcare delivery professionals, new technologies impact on finance and economics, and other variables influencing the provider decision-making process. Medical device manufacturers will gain practical advice dealing with decision making processes, in a post-pandemic healthcare environment, including:
- New technology assessment in today’s healthcare market including the use of total cost of ownership (TCO) in equipment decisions
- How Value Analysis is applied on a practical basis in the hospital environment
- Practical considerations for changing care paths and procedures
- What questions manufacturers of new technology should be prepared to address in their sales presentations
- Understanding what really constitutes “cost savings” or “new revenue” during a product evaluation
- How the evaluation of new technology and equipment fits into finance’s role in the hospital
Agenda
5:00 – 5:30 PM Eastern Time: Pre-Forum Networking
5:30 – 6:30 PM Eastern Time: Forum Presentations and Q&A
6:30 – 7:00 PM Eastern Time: Post-Forum Networking / Meet the panelists
Venue
ONLINE – THE ZOOM LINK WILL BE PROVIDED DURING REGISTRATION AND ALSO SENT ON DAY OF THE EVENT
Tickets
FREE TO ALL
Panelists:
Alex Balko
Chief Financial Officer
Griffin Hospital
Chief Financial Officer for Griffin Hospital in Derby, CT a 160-bed acute care community hospital. Griffin Hospital is affiliated with the Yale School of Medicine, The Frank H. Netter MD School of Medicine at Quinnipiac University, and accredited by The Joint Commission.
Jacob J. Groenewold
VP & Chief Supply Chain Officer
Froedtert ThedaCare
Vice President and Chief Supply Chain Officer for Froedtert Health System in Wisconsin, with 12 hospitals and $3.5 billion in patient revenues. Jake plans, directs, and manages enterprise supply chain activities for the regional health network.
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Terri Nelson
Director of Value Analysis
Mayo Clinic
Experienced Director with a demonstrated history of working in the hospital & health care industry. Skilled in Advanced Cardiac Life Support (ACLS), Cerner, Critical Care Nursing, Healthcare Management, and Healthcare. Strong research professional with a Master of Art Double Major focused in Human & Healthcare Administration and Management from St Mary’s University Winona MN.
Moderator:
John Strong
Chief Consulting Officer
Access Strategy Partners
As Co-founder and Chief Consulting Officer for Access Strategy Partners Inc (ASPI), John advises medical device manufacturers, medical products and technology companies, and healthcare providers on strategic planning, sales, education, marketing, and national accounts strategy.
Co-Champions:
Robert Phelps
COO & Co-Founder
Access Strategy Partners Inc.
Renowned for his exceptional track record in driving sales and commercial business growth within the Medical Device market. Bob has consistently demonstrated his ability to create and expand high-margin revenue streams for start-ups and major medical suppliers. He offers expertise in market strategy, sales organization effectiveness, and operational excellence. His strategic insights and operational acumen have consistently propelled organizations toward achieving their goals.
Ilsa Webeck
Managing Director & Founder
MedTech Strategies
MedTech Strategies clarifies how innovative technologies fit into the complex healthcare marketplace through strategic planning, commercial landscape evaluations, strategic market research and marketing leadership. Ilsa is experienced in assessing commercial viability and developing insights to support the value proposition.