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Healthcare Practice
The healthcare practice at Frank Lynn & Associates was officially formed in 2010 after several assignments had been completed for medical device manufacturers and consumable suppliers. While specialist firms exist in this market, clients approach Frank Lynn & Associates because of our focus on "go-to-market" strategies and tactics. The purpose of the practice is to help manufacturers, service providers and distributors more effectively and efficiently market their products to broad segments of the healthcare market; such as, hospitals, GPO's, imaging centers, clinics, physician practices, nursing homes, home health, etc.
The practice focuses on understanding the evolving market dynamics driven by changes in patient demographics, outpatient care, government regulations/reimbursements, electronic health records, consolidation of healthcare entities, the emergence of Accountable Care Organizations and other influences. We look at the impact these stimuli have on purchasing and decision-making behavior.
These market changes require our clients to modify and adjust their go-to-market approaches to meet customer needs.
Therefore, the practice works with clients to:
| > | Segment customers based on buying and decision behavior | | > | Align direct sales resources to effectively serve various customer segments and various customers within a segment | | > | Utilize alternative "channels to market" to include inside sales, electronic channels, outside sales representation, dealers and distributors | | > | Develop take-share strategies |
Frank Lynn & Associates' Healthcare practice is lead by Monica Minore. Monica has extensive experience with more than 20 years as a healthcare industry professional. Prior to consulting, she developed extensive expertise in healthcare marketing and sales via leadership positions at Cardinal Health, Baxter Healthcare and Allegiance Healthcare. Monica holds a B.S. from Arizona State University and an MBA from Drexel University.
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| October 18 |
| Professional Sales Channel Management |
Using proven management tools, frameworks and methods to prepare channel managers to drive sales and market share through indirect sales channels.
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