Suppliers Strategies Track

The healthcare industry is changing at a rapid pace. Navigating relationships between customers and capital equipment and construction partners is key to succeeding in this changing environment. This track will provide insights on how to best find and serve your customers as well as how to navigate relationships with GPOs, capital equipment planners, and specifier firms. Topics will include an overview of GPO contracting, a discussion on changing customer and product needs, and panels discussing capital equipment and specification strategies.

Monday, February 17, 2020
8:30 AM - 9:30 AM
Peachtree C, 8th Floor

In today’s healthcare landscape, business is conducted through a complex web of relationships. GPOs are at the intersection of many of these relationships. To successfully navigate these cumbersome relationships, it is important to understand the GPO contracting process. In this discussion, GPO executives will share details about the GPO contracting process and how you can utilize it to build stronger relationships with hospitals and health systems. 

Learning Objectives: 
1. Describe the purpose of GPOs and how GPOs fit into the healthcare landscape. 
2. Identify the steps to receiving a GPO contract. 
3. Explain the benefits and drawbacks to GPO contracting. 
4. Analyze insights on the future of healthcare relationships.  

Monday, February 17, 2020
9:45 AM - 11:00 AM
Peachtree C, 8th Floor

The healthcare industry is changing at a rapid pace. It can be difficult to determine who your customer is following a merger or what product demands are on the horizon. In this session, learn to determine how your customer is changing and how you can better serve customers in today’s disruptive and constantly transforming healthcare landscape.

Learning Objectives: 
1. Outline the most common changes hospitals and health systems are facing today.  
2. Compare methods to connect with customers following mergers and staff changes.   
3. Evaluate best practices for selling to customers before, during, and after changes have occurred.  
4. Identify key trends that will continue to affect hospitals and health systems. 

Monday, February 17, 2020
11:15 AM - 12:30 PM
Peachtree D, 8th Floor

Specifier firms play an integral role in healthcare construction projects. Projects can have separate firms handling engineering, architecture, and construction contracting. It is important to communicate effectively with each firm to prevent delays and issues. In this session, a panel consisting of specifier contractors will discuss industry challenges and best practices for communicating across multiple firms. 

Learning Objectives: 
1. Identify barriers to good communication with specifier firms. 
2. Describe the importance of collaboration among specifier groups.  
3. Outline the industry challenges facing the specifier firms. 
4. Evaluate the best practices for communicating effectively with specifier firms. 

Monday, February 17, 2020
11:15 AM - 12:30 PM
Peachtree C, 8th Floor

The decentralized structure of healthcare construction projects can make it challenging to communicate and connect with various project partners. Capital equipment planners can be connected to hospitals in several different ways, including in-house, off-site and contract-based. In this session, three capital equipment planners will discuss how their roles and relationships with hospitals and health systems vary. Learn how these differences affect their planning process and best practices for communicating with capital equipment planners.  

Learning Objectives: 
1. Outline the three common types of equipment planning operation structures.  
2. Identify the benefits and challenges of each operation structure.  
3. Evaluate the best practices for connecting with each operation structure. 
4. Describe expectations and strategies for working with each operation structure.