Volume 45| March 7, 2019
Insights-Trends-Opinions
Hello National Accounts Executives,

I hope winter is winding down in your neck of the woods! I missed seeing many of you at Federation in Washington, D.C. earlier this week. This was the second one I have missed in the last 20 years.

How was it? I'd love to hear what you heard or learned! Drop me a note!

Please check out our new website and share with your colleagues.


John Pritchard
jpritchard@ShareMovingMedia.com
(770) 263-5262

Enjoy back issues of National Accounts Weekly by clicking here
Healthtrust, Tenet, Memorial Sloan and more scheduled for IDN Insights in Nashville!
IDN Insights East is back this year in Nashville on May 16-17! The IDN Insights meeting highlights some of the most progressive, largest healthcare systems in the East. Come network with your peers and customers while learning how large IDNs measure successful contracts, the challenges these health systems are facing, what successful supplier/provider relationships look like, and much more!

Topics include:
  • Coaching suppliers on how to put together a value proposition that will help IDNs drive a clinically integrated supply chain
  • 7 things you can do to get the most out of your GPO
  • Deep dive look into Geisinger Health System
  • 5 imperatives suppliers need to know to win over super tanker IDNs
  • Journey at Sloan Kettering and the modernization of their supply chain


Space is limited!

For questions please contact Anna McCormick at amccormick@sharemovingmedia.com 
Supplier Diversity Symposium recognizes leaders!
Owens & Minor hosted its 13th annual Healthcare Supplier Diversity Symposium in Chicago this fall, to coincide with the Health Industry Distributors Association’s (HIDA) Streamlining Healthcare Expo & Business Exchange. Speakers, panelists, hospital and healthcare executives, along with diverse suppliers, participated in the Symposium to encourage industry players to be intentional about economic inclusion, according to Owens & Minor.

Guest speakers included Daryl Mackin, founder and executive director of A Soldier’s Child Foundation, and Bill Strickland, community leader, author, and president and CEO of the nonprofit Manchester Bidwell Corporation of Pittsburgh. Panel discussions were moderated by Clarence Page of the Chicago Tribune and Dr. Fred McKinney, director of the People’s United Center for Innovation & Entrepreneurship.
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As in past years, the Symposium recognized industry leaders for their commitment to diversity with the Earl G. Reubel Awards. The awards were established by Owens & Minor in 2012 and named in honor of Earl G. Reubel, the late founder and CEO of Kerma Medical Products. The winners were chosen for excellence in three healthcare industry categories: civic leadership, large corporate leadership, and diversity enterprise.

Free Webinar

6 Essential Rules of Negotiating with $1B or Larger Organizations
The Association of National Account Executives is partnering with RAIN Group to bring you the "6 Essential Rules of Negotiating with $1B or Larger Organizations" webinar. RAIN Group is a global sales training and performance improvement company that will show you how to unleash your sales potential. Hear from Mike Schultz, president of RAIN Group, on March 11, 2019 at 2 PM EST. 

Key takeaways from this webinar:

• Develop and improve sales strategy, process, messaging, and talent
• Enhance sales capability through world-class sales education
• Design and execute strategic account management initiatives
• Increase effectiveness of sales management and coaching

For more information about ANAE, please contact Anna McCormick at amccormick@sharemovingmedia.com

Now Accepting Nominations for
National Account Executive of the Year

The National Account Executive of the Year award will be presented to the National Account Executive who has made a major impact within their company as well as the IDN/GPO/RPC contracting market and who has shown exemplary levels of ethics and leadership skills throughout their career. Consideration will be given to candidates who have successfully navigated the evolving healthcare arena with a tireless pursuit of value for their company, clients and our nation’s patients.


Nomination Deadline: May 22, 2019

Presentation Date and Location: ANAE Annual Conference in Dallas on July 11-12, 2019

The National Account Executive of the Year can be nominated by peers, coworkers, customers or contracting professionals.

Feel free to share!
Thanks for reading this issue of National Accounts Weekly! Let me know what you think!

You are now in the know!

John Pritchard


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