Hello National Accounts Executives,
Welcome to the only newsletter dedicated to helping you succeed in contracting with GPOs, IDNs and RPCs!
Thanks to all of you that joined our LinkedIn group! We doubled the size of the group in just one week!
John Pritchard
jpritchard@ShareMovingMedia.com
(770) 263-5262
Enjoy back issues of National Accounts Weekly by clicking
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Seminar for suppliers about Value Analysis announced
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Check out this great seminar that will coach suppliers on how to turn the Value Analysis process into a strategic advantage.
If you struggle with getting the attention of Value Analysis committees and getting the outcomes you want, this is a must-attend event!
Check out this awesome agenda....
To save $100, use the coupon code:
ANAE2019
This event is hosted by industry veteran and Value Analysis Whisperer Dee Donatelli.
Selling products into hospitals and large healthcare organizations feels more complex than ever. Today, as hospitals take aim at measuring cost, quality, and outcomes, it is more important than ever to define and communicate the value and advantages of your company’s products.
This 1 ½ day highly interactive and engaging program will show you how to re-position your products for the Value Analysis Committee (VAC) process.
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PeaceHealth to acquire on-demand primary and specialty care across the Pacific Northwest
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PeaceHealth and ZOOM+Care
®
("Zoom") announced that they have signed a definitive agreement for PeaceHealth to acquire ZOOM+Care.
PeaceHealth and Zoom
®
will provide access to a continuum of care that offers consumers more choice and convenience in how they receive healthcare services, ranging from mobile app-driven services and neighborhood clinics to sophisticated specialty and hospital services.
PeaceHealth is a leading health system serving communities throughout the Pacific Northwest and Zoom provides an innovative, on-demand neighborhood health platform and is based in Portland, Oregon.
"The addition of Zoom to PeaceHealth's networks accelerates our vision of ensuring greater healthcare accessibility and affordability in our communities while increasing our ability to meet the on-demand needs of today's consumer," said Liz Dunne, PeaceHealth President and Chief Executive Officer. "What is so exciting about this relationship is the complementary nature of our organizations and our shared passion for being the stewards of our communities' health and well-being."
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General Electric files paperwork for an IPO of its health-care unit
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General Electric
has filed paperwork for an IPO of its health-care unit, GE Healthcare, according to people familiar with the matter.
GE's stock jumped more than 8 percent on the news.
GE Healthcare, a dominant player in hospital and lab equipment, generated roughly $19 billion in revenue and $3.4 billion in profit last year. It accounted for 15.8 percent of the conglomerate's total sales, and 43.2 percent of its operating profit in 2017.
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Bigger IDNs, bigger likelihood of CSCs
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Consolidated service centers are growing in number and in size. So are the services they offer. But supply chain executives contemplating a CSC should proceed with caution. They’re not for everybody.
Jamie C. Kowalski Consulting, LLC, and PerformanSC Supply Chain Ltd, released the 2018 edition of their research on CSCs, based on input from healthcare supply chain professionals that use a CSC model for their supply chain and other support services. It is the fourth such report published by Kowalski and PerformanSC since 2012. TECSYS Healthcare, a supply chain software company, sponsored the 2018 edition of the survey. In 2012, 24 CSCs were invited to complete the survey. For the 2018 survey, the invitees numbered 70.
Much has changed since 2012, says Kowalski. Many older CSCs were developed by IDNs with fewer than eight (or so) facilities in a single metropolitan area, with the sites being close together. Today they are being developed for 30, 40, 70-plus hospitals, plus ambulatory surgery centers, long-term-care facilities and other primary care venues, which might cover a dozen or more states.
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Tomorrow's CEOs will come from an unlikely place: the supply chain
We live in a world in which customers are no longer impressed by two-day delivery. In fact, it’s now the longest customers are willing to wait. This “Amazon effect” has reset the bar for operational execution, and business leaders must now perfect how they get products to the right place at the right time or risk losing their customers to faster competitors. Because of this dynamic, CEOs of the future will disproportionately come from a traditionally under-appreciated business function: the supply chain.
The
Amazon
effect has redefined customer expectations and business behaviors, changing the nature of what corporations need from up-and-coming CEOs. Board members are increasingly turning to leaders who have made careers out of translating the big picture and thousands of moving parts into executional reality. The ranks of future CEOs will be filled with former chief supply chain officers (CSCOs), not only former chief revenue officers or chief financial officers. Corporate value is increasingly driven by the volume of satisfied and repeat customers. That’s reflected not by effective management of millions in P&L, but by effective management of billions in cost of goods sold—COGS—as well as the critical brand impact of corporate social responsibility programs. All are impacted by a tightly managed supply chain.
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Baptist Health and Boca Raton Regional Hospital agree on merger
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Baptist Health South Florida and Boca Raton Regional Hospital took a big step towards combining, as the two nonprofits reached a formal letter of intent.
This agreement would further expand Miami-based Baptist Health, already the largest health care system in the region, by joining it with the highest-ranked hospital in Palm Beach County by U.S. News & World Report’s Best Hospital list. BRRH also has among the largest philanthropic support of any South Florida hospital.
The agreement could be executed in early 2019 and the affiliation finalized in summer 2019.
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Join ANAE for 2019 for only $295, benefits detailed below
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The Association of National Account Executives is a member driven organization built specifically for National and Corporate Account Executives. Healthcare Supply Chain is more complex than ever which means your customer is more complex. ANAE gives you an opportunity to interact, network and build relationships with your customers so you understand their goals and needs to make you better equipped to serve them.
ANAE Members Receive:
- Access and recordings to our monthly interactive webinar with a supply chain leader
- Registration discounts to all Journal of Healthcare Contracting meetings
- Attendance to ANAE regional events
- Access to a community of other National Account Executives where you can ask and answer questions about your challenges and successes
- Access to our online library of content, including industry training, conference presentations, and topic specific blog posts
2019 ANAE Reports, White Papers and Content that only members will receive:
- Understanding the benefits and inner-workings of contracting through GPOs
- 7 things every supplier needs to understand working with IDNs
- Video Series: IDN Spotlights
- Importance of Health IT and Cybersecurity webinar
- Consequences of M&A and Consolidation webinar
- Negotiation tactics webinar
- Best practice for corporate account teams
- The ultimate resource guide to RPCs
- 7 essential characteristics of the National Account Executive of the future
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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
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