Yesterday’s physician-centric, product-first sales model is quickly giving way to a more complex multi-stakeholder, solution-oriented approach.

Making this transition isn’t easy. It requires an organization-wide commitment to rethinking six commercial competencies necessary for building trusted, durable customer relationships.

Through our Sales Transformation Support Initiative, The Advisory Board Company is creating a suite of insight-driven reports and usable tools designed to guide our members’ commercial decisions and elevate relationships with highly-valued health system customers.

Member input welcome

If you have suggestions for additional research or tools addressing one or more of the six commercial competencies outlined below, please let us know.

• Surviving the retail revolution in health care
  Discover the five key competencies of a successful provider organization, and let us help you identify and partner with the winners.
• Snapshot of global health systems
  View our infographic on major global health care systems, which highlights country progress towards care model transformation and payment innovation.

• IDN administrator profiles
  Access a growing suite of hospital leadership profiles to learn what executives care about, the way their success is measured, and how to engage them in conversations on their most pressing issues.
• Hospital job description library
  Review our comprehensive job description library to better understand the changing day-to-day roles, responsibilities, and desired skill-set of key provider stakeholders.
• Proceduralist product evaluation and selection survey
  See the results of our survey on how surgeons' roles in product evaluation and selection are changing.

• Hospital pay-for-performance data file
  Assess your hospital customer’s performance across the mandatory Medicare pay-for-performance initiatives and calculate the penalty amount for each organization.
• Health system meeting preparation toolkit
  Equip your commercial staff with a better understanding of the market and customer knowledge they need in order to prepare for meetings with provider service line leaders and executive contacts.

• Organizational alignment diagnostic tool
  Identify your organization’s strengths and areas of misalignment to harmonize your HR infrastructure and support the behaviors that foster customer trust.

• Provider-supplier partnership profiles: Stories of success
  Examine case studies of progressive provider-supplier partnerships, major elements essential to success, and outcomes achieved through collaboration.

• Value Analysis Committee Resource Center
  Get ten resources to help you effectively engage with hospital value analysis committees, including sample product scorecards, charters, real meeting agendas, and more.