Start with smart questions

These five thought starters can help assess how well your message strategies address your customers' value-based care issues:

1. How well do you understand the issues — economic, regulatory, and competitive — that keep your customers awake at night?

2. How closely does your value proposition align with the quality measures associated with new payment models, e.g. MIPS?

3. How well does your narrative sync up with clinical decision-making along patient care paths?

4. How well do your message strategies talk to the needs of various personas on decision-making committees, especially administrators?

5. How well-equipped is your sales team to describe how your company can help providers capture new opportunities within new care models?

Begin to market more effectively in the value-based realm. ➜

"What keeps me up at night is to see myself no longer in control."

⎯ Radiology service line director at hospital system in the southeastern U.S.

Consumerization is real. In "episodic care models" like the Comprehensive Joint Replacement (CJR) payment model for orthopedics introduced recently by the CMS, patient satisfaction accounts for 40% of the quality on which payment is determined. How well do your message strategies address areas like this?

THOUGHT STARTERS

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