1. GPO Relationships

Every national account executive should have a reliable source of GPO relationships for their IDNs. It seems so straightforward, but it’s not. You probably know the GPO relationship for all your current customers, but how do you find out the GPO for an IDN that's been newly assigned to you with whom you don’t have any business? 

Oftentimes this information resides with a supplier's sales operations team, and the national accounts executive needs to email someone and say, 'Hey, who is this IDN's GPO?'  

Sales conversations and contract negotiations can happen so much faster and smoother when you know which GPO the IDN you're talking to uses!

2. Facility List

Figuring out an IDN’s hospitals, ambulatory surgery centers and other facilities is not that hard to do, but it takes a lot of work. Every IDN’s website is different, and how they show their facilities varies greatly. Having access to a clean facility list for your IDNs at your fingertips is imperative. It is important to have a congruent, clean and organized view of your current IDNs (and target IDNs) that is easily accessible so that you know the size and facility mix of the organization you are dealing with.

3. Contact Information

Today, more than ever, contracting decisions are made by committee which makes it important for you to have access to IDN contacts that influence the decision to convert to your products or services. Many of these contacts can be found in a Google or LinkedIn search, or maybe even in your CRM, but that is so time consuming. . . and will they even be accurate? 

Wouldn't it be convenient to have all the executive, financial and value analysis contacts all in one place with phone, email and social information?

4. Financial Situation

So many decisions made by an IDN are predicated on their financial situation. Do you know if they are in the red or black? Do you know their top line revenue? Have you seen their latest annual financials?

Sometimes this information is on the IDN’s website, but sometimes it’s not. Knowing this cursory financial information will tell you a lot about what is important to an IDN. It's estimated about half of hospitals are losing money in this challenging financial environment. 

Being able to quickly access this information can absolutely be a competitive advantage for a national account executive.

5. Mission, Vision, and Values.

It’s easy to simply think of IDNs as businesses, but they are very much mission-driven organizations. By understanding their mission, vision, and values, national accounts executives can align a value proposition with what an IDN lives and breathes every day.

There's an old saying, “No margin, no mission,” and not-for-profit IDNs oftentimes like to use this saying when asking for price concessions. While they certainly say it tongue-in-cheek, their mission still truly is top-of-mind for them.

The IDN Directory (www.IDNDirectory.com) is the only resource made for National Account Executives for contracting success with IDNs. The IDN Directory has robust IDN profiles that include:

• GPO Relationships
• Facility Lists
• Contact Information
• Financial Overviews
• Mission, Vision, and Values

All compiled in one simple to use and access place, literally at your fingertips. 

For a quick demo of the IDN Directory please contact us at demo@IDNdirectory.com.

About the IDN Directory

The IDN Directory is the go-to resource for Health Care Suppliers who want the latest insights and information about the largest health systems in the U.S. and their supply chain leaders.

More than just a database, the IDN Directory's supply chain-focused content provides sales reps with a clear and comprehensive idea of their customers’ supply chain needs and activities, empowering them to achieve success with GPO, Direct, and Regional contracting.