Executive Level Selling 101
Budget and Purchasing Processes
This course provides a thorough outline of hospital budget and purchase processes beginning with how departments submit capital budgets. It follows the process through committee and executive reviews, approvals and modifications and how departments are granted budget money. We then detail operating budget processes through the same steps. Once students learn what those processes are we arm them with questions and steps they can follow to understand precisely what their chances are of a sale and the timing, with the results of better forecasting and increased selling success. Coursework includes:
- Introduction to capital budgets
- Following capital budgets from submission to budgeting to approval
- How and when budgeted items get funded
- Introduction to operating budgets
- Operating budget submissions and approval
- How to position products within capital and operating budget schemes
- Selling to equipment or budget committees
- Questions to ask to accurately determine where your sale is and where it’s going
- How to accurately forecast pending sales “in budget”
Executive Level Selling 201
Understanding the C-level Suites
This course provides a detailed description of each of the C‐level executives — CEO, COO, CFO as well as CIO, CMO and CNO. We explain what each of the CXO's roles are, what their individual points of pain are and how they interact. The course takes students from their department level contacts and follows a purchase requisition through the administrative chain of command, detailing which CXO would handle the requisition and what the steps are leading back to the department or to Purchasing. Coursework includes:
- Hospital Administration — CEO, COO, CFO
- Secondary executives — CIO, CMO, CNO
- Other decision-makers — Vice Presidents, Associate Administrators and Directors
- Capital purchasing chain of command
- Purchasing — departmental responsibilities and impact
- Purchase requisitions — the process and how to impact it
- Working with your department head or physician to track and control pending orders
Executive Level Selling 301
Gaining and Conducting the C-Level Appointment
This course puts it all together, taking the budget and purchase knowledge acquired in the two previous courses and leveraging it into information used to gain an appointment with the C-level executive. We show students where and how to gather background hospital financial data and combine that with their knowledge of capital and operating budgets to create a financial game plan. We teach a proven method of gaining an appointment with the CXO and then counsel our students on how to conduct that appointment. Coursework includes:
- Researching hospital financials
- Reimbursement and its effects on your products
- Creating a C-level game plan
- Gaining a C-level appointment
- Conducting the C-level appointment
- Taking control of the sale
- Closing the capital sale
Courses are conducted in classroom settings at NetGain, at a client's home facility or via web-based, interactive teleconference. Follow up phone/internet consultation is also available. Contact us for details on fees and scheduling