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“There’s nothing new under the sun.” Well, not quite. Imagine the Apple iPhone a hundred years ago… Here’s the problem. Due to requirements, inertia, and just “staying in the comfort zone”, most health plans are offering relatively similar solutions to states. The states want more. Virtually every Medicaid RFP we see explicitly asks for innovative solutions. [...] Now the RFP is out. Great, let’s just steal some stuff from the last eight proposals and slam it into a new Word document, then ship it! Not so fast. You need to carefully consider what the state is asking for – sometimes just expressed as part of the scope or work, or more directly in a [...] You have picked the opportunity. Now what? You have to develop the opportunity – build the relationships and create your brand and position in the market and with the customer, long before the RFP is released. If you are the incumbent – and this is a rebid – that obviously means doing the best work possible. [...] How does your organization choose opportunities? In an economic downturn, the panic response is to try to sell everything to everybody. The result – other than the occasional stroke of dumb luck – is that nothing is sold to anyone. Remember that there are also several competitors out there, who are trying to meet their sales, revenue, [...] We work with a number of different clients in business development, covering various public sector programs in Medicaid, Medicare, and TRICARE. I cannot emphasize this enough: if you make it up as you go along – ad hoc business development – your results will be less than satisfactory. Not only will you not win very [...] I recently gave a webinar on this topic, which was sponsored by TMG Health. While they have the slides available (and so do we: go to www.optimetra.com) they don’t contain all of my comments regarding each slide. So, in this and a series of subsequent posts, I will discuss how to improve business development. The topic [...] |
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