1. Getting A Foot in the Door and Earning a Seat at the Table:
Best Strategies for Selling to an IDN
Presenters:
Steven W. Huckabaa, Vice President, Supply Chain, Avera Health
Tony Slonim, President & CEO, Renown Health
Tony Ybarra, CMRP, Senior Vice President, CHC Supply Trust
Michelle O’Connor, MEd, CMR (Moderator), CMR Institute
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2. Faculty Disclosure
The faculty reported the following financial relationships or relationships to products or devices they or their spouse/life partner have with commercial interests related to the content of this CE activity:
Anthony D. Slonim, MD, DrPH – Director, CMR Institute
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3. Learning Objectives
Differentiate how buying decisions are made based on various types of health systems and the unique challenges of selling to each.
Determine how to identify key influencers and decision makers for purchasing decisions.
Define methods to achieve success by developing sales strategies to meet the changing needs of customers.
Today, we’ll hear from a panel of providers as they share the decision-making process in their organizations. 
You’ll learn what providers are looking for from the supplier community and how suppliers can better prepare for the challenges that lie ahead. 
Panelists will outline expectations, relationship building techniques and share best practices from existing product service/sourcing partnerships. 

4. Steven W. Huckabaa, VP Supply Chain, Avera Health
System Vice President for Supply Chain Avera Health

5. Tony Slonim, President & CEO, Renown Health

6. Tony Ybarra, CMRP, SVP, CHC Supply Trust
Senior Vice President CHC Supply Trust

7. Michelle O’Connor, MEd, CMR
President and CEO CMR Institute

8. Best Strategies for Selling to an IDN
Anthony D. Slonim, MD, DrPH
President and CEO Renown Health
Professor, Internal Medicine and Pediatrics,
University of Nevada Reno, School of Medicine
Practical Playbook National Meeting
Workshop Description and Learning Objectives
DRAFT #1
04/26/17
Session Title: Approaching and Engaging Partners in Collaboration
Timing: Breakout Session #1 | Thursday, June 1, 2017, 10:00 – 11:00 a.m.

9. The Process is Always the Same
Partnership Development

10. Pattern Recognition How many squares do you see?
Is there flashing in the squares?
Your mind will play tricks on you!

11. Pattern Recognition

12. Shared Mental Model
“The perception of, understanding of, or knowledge about a situation or process that is shared among team members through communication.” –TeamSTEPPS®

13. The Key to Collaboration
Successful pattern identification sets the stage for successful and innovative collaboration.

14. Perception/Data gathering
Decision-Making
Perception/Data gathering
Interpretation
Decision making
Action taking

15. Common Course Ideally, we track with a conversation…
As the conversation moves, we incorporate, adapt, and integrate information into our mental model of what we know and understand. =
The conversation =
The response to the conversation

16. Going Off Course The defect rate in our model
is caused by failures to properly track
the course of the conversation.
The response: failure to integrate =
The conversation =

17. Never On Course
Sometimes, we’re off course right from the beginning and it’s difficult to get back on course.
Lack of a shared mental model from the start often results in a conversation that was never on course to begin with. =
The conversation =
The response to the conversation

18. Adaptive Leadership
The change that enables the capacity to thrive.

19. Understand the landscape and interpret the potential…
Know the history before creating future change.

20. Let Mission Drive You

21. Know Your Biases

22. Manage Conflict Directly

23. Thank you!
For more information:

24. Getting A Foot in the Door and Earning a Seat at the Table: Best Strategies for Selling to an IDN Panel Discussion

25. Q&A Slide

26. Getting A Foot in the Door and Earning a Seat at the Table:
Best Strategies for Selling to an IDN
Thank you for participating!
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Please do not alter the Track Name

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