CMR Institute iBrief

Out of Pocket Podcast - Episode 1 by CMR Institute

4 Episodes Health Systems - IDN and GPO Collaborative Models How to Work with Fully Integrated Systems Contract Implementation and Maximization at the Field Level Understanding the Distributor Model

4 Episodes Health Systems - IDN and GPO Collaborative Models How to Work with Fully Integrated Systems Contract Implementation and Maximization at the Field Level Understanding the Distributor Model

4 Episodes Health Systems - IDN and GPO Collaborative Models How to Work with Fully Integrated Systems Contract Implementation and Maximization at the Field Level Understanding the Distributor Model

4 Episodes Health Systems - IDN and GPO Collaborative Models How to Work with Fully Integrated Systems Contract Implementation and Maximization at the Field Level Understanding the Distributor Model

You’ve won the contract but the work doesn’t stop there. In this 30-minute micro-webinar, experts will discuss how to pull-through key contracts at the field level to ensure business growth and retention for years to come. Lost the contract? Learn ways to still retain business at the field level.

More and more hospital systems call themselves IDSs. However, IDS’s that include a health plan are often considered the only truly (or fully) integrated delivery systems. Providers are now buying payers, further complicating the vendor/health system relationship. In this 30-minute micro-webinar, you’ll learn how sales can interact in this type of system, including the relationships that should be built and how.

Today’s buyers use specific processes for acquiring products & services. The ability to navigate new processes and collaborations must be learned and adopted as part of your overall market strategy. And the need to manage and implement contracts that come from these new collaborations is incredibly important as well. CMR, along with its expert panelists, will help you position your company to become a key part of growth opportunities available in this changing market. You’ll learn how your company’s products and services can address key areas being measured by value-based care and how to present this data in a way your customers will respond to. In this 30-minute podcast Bob DeVol, Director, Healthcare Innovator’s Collaborative, Premier, Inc. explains how the focus on cost, quality, and outcomes is changing the way IDNs and GPOs bring products into health system. You’ll also learn how best to collaborate with them to provide the information they need before they can consider the products you bring to them.

In this podcast, CMR President and CEO Michelle O’Connor offers advice for training leaders to help them set their priorities for 2018. She also discusses how training departments can be strategic partners with sales, market access, and other corporate teams in the year ahead.

Increasingly, hospital and IDN customers are looking for companies to provide innovations in contracting and patient care. In this podcast, Randolph Legg, area vice president at Boehringer Ingelheim, discusses some recent trends in account management and offers advice on how account managers can provide more value to the C-suite.

In this podcast, Anthony Slonim, MD, DrPH, CPE, FACPE, Renown’s President and CEO, and Chair of CMR Institute’s Board of Directors, describes the challenges that many Accountable Care Organizations face today. In addition, he gives his take on what that means for Sales Professionals and the opportunities these challenges provide.

Career ladders help organizations retain their top talent while offering personal and professional enrichment to sales professionals. In this podcast, Denise Fullowan, executive director of training and development at Alamo Pharma Services, discusses her company’s career ladder as well as strategies that trainers can use to improve their leadership development programs.

Looking for a way to bend the dreaded forgetting curve? In this podcast, CMR Institute’s Carrie Garrett offers practical examples of how to integrate microlessons into your broader training strategy.

What exactly is a performance outcome? In this podcast, we explain how managers and leaders can focus on performance outcomes to drive accountability and empower employees to achieve departmental and divisional goals.

What does it take to create a value proposition that helps you establish mutually beneficial partnerships with customers? In this podcast, Alister Barrow, principal consultant with VantEdge One Group, describes some of the key questions that MDD sales teams should consider when building their value proposition.

In this podcast, Robyn Collins, Principal Consultant with VantEdge One Group, discusses how an effective C-Suite sales process can convey value for high level customers. She also explains the three phase C-Suite sales process and why using such an approach is important to create value for these high-level customer.

In this podcast, we offer advice on how managers and trainers can build an essential skill that improves productivity, fosters employee development, and creates an atmosphere of trust on teams.

With the advent of value-based care, providers are facing unprecedented changes to their business models. In this environment, MD&D sales teams need to focus on collaborative approaches to better serve their customers. In this podcast, Jami Youmans, managing partner with VantEdge One Group, discusses these evolving sales strategies as well as her firm’s new educational partnership with CMR Institute.

To help suppliers better serve their customers in integrated delivery network (IDNs), CMR Institute has established a strategic educational alliance with IDN Summit. Through the partnership, we are providing in-depth educational content for attendees of the Fall 2017 IDN Summit. This alliance allows each firm to expand their reach beyond their respective primary markets. In this podcast, Lisa Ponssa, Executive Vice President of IDN Summit, explains the benefits of this strategic alliance. For more information, contact us at solutions@cmrinstitute.org or check out our blog page: www.cmrinstitute.org/news-and-insights/blog/

Off-the-shelf resources offer significant benefits for trainers who want to keep their sales teams sharp but don’t want to invest in costly custom content. In this podcast, Jeff Taylor, senior director of training and development at Ipsen Biopharmaceuticals, discusses how he leverages off-the-shelf resources to develop customized certificate programs.

Executive buy-in and learner investment are just two of the essential elements of effective career development programs. In this podcast, Jim Underwood, director of training and development at Kowa Pharmaceuticals America, discusses some of the critical components of these programs. He also discusses how trainers should measure the ROI from career development programs.

Despite the uncertainty of the political environment, integrated delivery networks like Renown Health are moving forward with population health and other mission-driven initiatives. In this podcast, Anthony Slonim, MD, DrPH, CPE, FACPE, Renown’s president and CEO, and chair of CMR Institute’s Board of Directors, describes how the Affordable Care Act has affected Medicaid enrollment and access to healthcare services in Reno, Nevada. He also makes a few predictions on what we can expect in the next few months as the Senate considers its own plans to repeal and replace the ACA.

In this podcast, hear what Mary Myers, director of training and development at Bayer Healthcare, on what she thinks will be the key training trends to watch. As president of the Life Sciences Trainers & Educators network (LTEN), she also discusses how LTEN is preparing trainers for what’s ahead in the coming months and shares an uplifting message for life sciences training professionals.

Technology and social media are opening new doors in instructional design. In this podcast, Virginia Tech professor Barbara Lockee, PhD, discusses some of the latest trends in e-learning. She also discusses how sales teams can stay up-to-date on market trends during times of rapid change.

Chances are, you’re hearing a lot about advanced alternative payment models now that your customers are faced with MACRA. In this podcast, we discuss one APM known as the Oncology Care Model. It’s important for sales teams to know if their customers are participating in this model so they can offer resources that help improve care coordination and promote other clinical improvement activities.

Providing the right resources for the right people is important for every training professional, especially those that focus on leadership development. In this podcast, Duke University Professor Martha Reeves, PhD, discusses the different resources needed by senior executives versus middle managers. She also offers insights on current trends like globalization that affect trainers in the life science industry.

Dermatologists are important customers for the life science industry. In this podcast, we discuss what it is like to be a dermatologist in practice today. We also discuss how sales professionals can provide value to a dermatology practice.

In recent years, group practices have faced considerable disruption due to the consolidation of smaller medical practices into larger groups. Today, solo practitioners are becoming less common as physicians join forces to reduce costs and gain greater negotiating power with payers. Another disruptive factor for medical groups has been the push toward integration with other stakeholders, such as hospitals. Despite the recent disruption, medical groups may have a significant impact on treatment decisions as more care shifts to outpatient settings. In this podcast, we discuss how some medical groups are implementing clinical pathways to reduce variation in treatment and curb costs, while others are employing academic detailing to increase provider prescribing of generic drugs.

Drug prices continue to make headlines, and in this iBrief podcast, Gabriela Dieguez, principal and consulting actuary at Milliman, helps us understand some of the latest trends in pharmaceutical distribution and spending. She talks about transparency and other issues that are top of mind for payers and other stakeholders.

In this podcast we discuss what APMs (advanced payment models) are and what you and your sales teams need to know about them.

In this podcast we discuss the basics of MIPS and what sales teams need to know about MIPS to have meaningful conversations with healthcare providers affected by this new system.

The Centers for Medicare and Medicaid Services recently introduced a new ACO model that will allow CMS and interested states to work together to care for patients enrolled in both Medicare and Medicaid. In this iBrief podcast, Jeffrey Farber, MD, MBA, FACP, CPE, CEO of Mount Sinai Care and senior vice president and chief medical officer for population health at Mount Sinai Health System, discusses how the new model might affect patients’ access to medication and devices.

Providers are becoming more comfortable taking on risk—and some are asking their partners in the life science industry to do the same. In this iBrief podcast, Bruce Pyenson, principal and consulting actuary at Milliman, discusses the vital role that sales teams can play when their companies design risk contracts with customers. He also addresses how the pharma and medical device industries approach these arrangements differently.

In this iBrief podcast, we discuss some of the basics of the 340B Drug Pricing Program and the changes coming for pharmaceutical manufacturers.

In this iBrief, L. David Harlow, III, PharmD, assistant vice president for professional services and chief pharmacy officer at Martin Health System, offers his thoughts on how the passage of the 21st Century Cures Act will affect the pace of new drug and device approvals in 2017. He also offers advice to companies on what they can do to prepare in an uncertain political climate.

Chances are, your customers are talking about the QPP, MIPS, APMs, and other acronyms related to MACRA. So what do all of these terms actually mean? And what impact could MACRA have on providers in the years ahead? In this iBrief podcast, we discuss some of the basics of MACRA and how the new law might affect product utilization down the road.

Jeffrey Farber, MD, MBA, FACP, CPE, CEO of Mount Sinai Care and senior vice president and chief medical officer for population health at Mount Sinai Health System discussed how a repeal or replacement of the ACA would affect his organization's overall outlook.

One IDN Leader's Opinion on the Fate of Obamacare Anthony Slonim, MD, DrPH, CPE, FACPE, president and CEO, Renown Health, and chair of CMR Institute's Board of Directors, shares his predictions on the fate of the ACA. He also describes how the ACA has affected Medicaid enrollment and access to healthcare services in his community of Reno, Nevada.