Whether you’re with a pharmaceutical drug company, a distributor of medical and surgical supplies or an EMR provider, you know that your ability to access decision makers in Integrated Physician Practices (IPPs) is crucial to your sales effectiveness. You also know that “getting in” is considerably more than half the battle. If you’ve been at it for any length of time, you know that accessing those decision makers has never been more challenging and it’s not getting easier.
By reading this case study, you will learn how to deal with:
-
Physicians and IPP executives who have grown increasingly sensitive to public scrutiny.
-
Constantly shrinking health payer reimbursements and physicians are forced to see more and more patients per day.
-
The decreasing number of independent local physician practices as more and more of those practices are acquired by hospital groups.
