“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 … Continue reading Deliver a Fresh Approach (Part 5 in Disciplined Business Development)
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 … Continue reading Create a Compelling Story (Part 4 in Disciplined Business Development)
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. … Continue reading Lay the Foundation (Part 3 in Disciplined Business Development)
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 … Continue reading Pick Your Battles (Part 2 in Disciplined Business Development)
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 – … Continue reading Using a Process (Part 1 in Disciplined Business Development)
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 … Continue reading Medicaid on a Dime: Disciplined Business Development in a Downturn
