As a result of health reform, suppliers must navigate complex health systems with new committees, limited analytical resources, and evolving clinical protocols. As a product or service provider, you know that there’s rarely just one hospital decision-maker, and you have to influence multiple hospital stakeholders—not just an organization’s CEO.

These stakeholders may include other C-suite administrators, executives, physicians, nurses, materials managers, pharmacy and lab directors, and service line leaders.

Related: C-Suite Cheat Sheet Series

This is a broad spectrum of customers, and although they may sit within the same organization, they often have competing priorities. Successful commercial teams must understand unique motivations and, when possible, target individual messages appropriately.

To help you and your teams better understand and work with the right hospital leaders, we've created a growing suite of IDN administrator and CXO profiles. Use these profiles to learn what these administrators care about, how their success is measured, and most importantly—how to engage them in conversations about their most pressing issues. Ultimately, this will enable you to foster stronger, more collaborative, relationships.