Savings Beyond Price™
Innovative Supply Savings and Quality Solutions That Work
by Strategic Value Analysis® in Healthcare
Did You Know...?
That Value Analysis Was Developed Back In the 1940's After World War II as a Way to Find Lower Cost but Higher Quality Alternative products and methods. This was Due to the Lack of Material Resources At The End of The War.
Savings Beyond Price -Weekly eNewsletter - September 30, 2009
Robert T. Yokl
President & Chief Value Strategist
How to Successfully Sell Your Savings Proposals
Greetings,
You might not know it but supply chain professionals are in the selling business. We need to sell our saving ideas and proposals everyday to our customers and executive management or else, we are going to leave a WHOLE lot of money on the table untouched. That’s a fact!
So if you want to generate more savings for your healthcare organization you will need to get better at SELLING -- not telling. Selling is all about discovering what’s important to your customers and then offering them a savings solution that will make their job easier, better and more productive. It’s not about telling them it will save them money!
People don’t change because you want them to or because it will save their hospital money. People change because it matches, or coincides with their self interests. For example, why would a surgeon change the implant manufacturer he has used successfully for 10 years just because it will save your hospital money?
On the flip side of the coin, if you would offer this same surgeon incentives (grants for new capital equipment, staffing, or give him more prime OR time) if he would change his implant manufacturer to a less costly one, you might have a 60/40 chance that he will agree to make this change.
It’s comes down to “what’s in it for your customers”. If you are crystal clear about what the new product, service, or technology you’re offering can do for them, in addition to showing them how it will make their life better, then you make it easy and painless for them to make the change you are proposing, you will then have a winning selling formula for making positive change happen at your healthcare organization.
Your Partner In Savings Beyond Price™,
Robert T Yokl
Chief Value Strategist
Strategic Value Analysis® In Healthcare
1-800-220-4274
P.S. We are getting a lot of interest in our SPECIAL OFFER for our Ultimate Value Analysis System that is a complete HOW TO GUIDE to develop, manage and control (or re-energize) your own supply value analysis program. So if you want your supply value analysis program to be better than good this is the system for you.
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