It is not an understatement to say that selling products and services in the current medical market can be challenging.

The negotiating process includes phrases like “evidence based medicine,” “cost effectiveness,” and “shared risk.” Gone are the simple days of sales transactions.

 

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"There are risks and costs to a programme of action, but the are far less than the long-range risks and costs of comfortable inaction."

~ John F. Kennedy

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Services

CPGConsult.com is a unique consulting service specific to the medical market that will work with you and your organization to develop a contracting strategy that helps you achieve your corporate goals in an smart, consistent and profitable way. The objective of a contract relationship should move you beyond a signed price agreement to a planned utilization strategy.

Some of the basic services that CPGConsult.com provide include:

Planning:

Develop the internal structure, procedures and guidelines to address how pricing and contracting should be handled at your company (including the RFP process)

Work with you and your sales team to determine the appropriate list of potential hospital/IDN/GPO targets

Work with you to create the analytical tools required to assess the impact of sales agreements

Establish contacts within the hospital/IDN/GPO identified as targets

Conduct training seminars on how to negotiate and use contracts wisely

Contracting:

Mutually develop the negotiating approach and business roles to address contracting situations (RFPs, etc.)

Assess potential impact of any contract and, if needed, a recovery strategy

Review contracts for appropriate business terms and conditions and make written recommendations

Either coach the sales force on negotiating strategy or directly work with you, the sales force and the customer during the negotiating process to drive mutually agreeable results

Post Contract:

Create ongoing sales strategy to maximize contract effectiveness

Work with the customer to achieve any required compliance and conduct timely business reviews

Monitor contracts and make recommendations

Of course this list is not all inclusive as each company has its own specific needs. CPGConsult.com is available on a contract basis appropriate for your project.

Should you want to schedule an initial no obligation discussion on how CPGConsult.com can assist your organization, please do not hesitate to contact me at 512-917-8069 or via email at karen@cpgconsult.com.