Understand the Big Picture
GearWorks™, developed by CommodiCast and Alliance Performance Systems, can help your account teams build a business case that sticks. The typical account manager focuses on one or two key players, such as the Pharmacy Director. A key to achieving success in the B2B sales environment is to be able to understand the business drivers and address the needs of other key players in the organization (i.e., CFO, Quality Assurance Director, CMO, etc.)—needs that are often widely divergent and even conflicting.
The power of GearWorks™ is in the way it visually demonstrates
the impact of a decision or change in one area of a business on
seemingly unrelated aspects of that business: for example, how
does a change in treatment protocol affect accounts receivable?
It can highlight operational inefficiencies that need to be corrected.
Using this system, account managers can test a business case of
how their product may impact the clinical, financial, and organizational
aspects of their customer’s business. It can also help to
predict the impact of a major market change, like a new competitor
or new federal regulation (e.g., ASP +6). With this understanding,
account managers can:
- Recognize opportunities that might otherwise
go undetected
- Communicate important issues in each customer’s
unique language
- Effectively demonstrate how their company’s
complete range of products and services provides value to
all the potential
customers within the account, and their membership
- Become a valuable resource
to their account
GearWorks™ is a hands-on simulation using a system of moving
gears as an analogy to visually depict the impact of changes in
the scenario on every part of the business. Each gear represents
one aspect of the financial system (e.g., revenues, membership,
pharmacy costs, SG&A, etc.). By assembling a financial system
in stages, participants can take the time to understand each function
individually, in terms of its impact on decisions made at a clinical,
financial, and organizational level. As a result, they more clearly
grasp the importance of the inter-relationships between these functions.
For example, a clockwise turn of the revenues gear affects the
entire system in one way; a counter-clockwise turn of the SG&A
gear has a very different effect on the system.
GearWorks™ can accommodate groups from 8 to 200 participants. The workshop can be set up to run from four hours to two days in length, depending on how much depth you want to engage in.
Participants learn to make business decisions from the perspective
of a company’s leadership (i.e., Pharmacy Director, CFO,
Quality Assurance Director, etc.); utilize customized case studies
to understand core business drivers; and utilize a number of financial
tools to identify opportunities and potential solutions. They also
gain a better understanding of profitability analysis, balance
sheets and income statements, and other financial indicators. The
simulation includes a continuous improvement exercise to keep teams
on track. It concludes by asking participants to develop a value
proposition for their accounts based on their increased understanding
of the clients’ business drivers.
- Managed Care
- Medicare
- Medicaid
- Long-term Care
- Hospital
- Clinics
- Dialysis Center
- PPM—U.S. Oncology
- HIPAA Education (Online)
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