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10 Key Strategies for Selling to IDNs and GPOs

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After 35+ years in the industry, John Pritchard and Ken Murawski know what works when it comes to selling to Integrated Delivery Networks and Group Purchasing Organizations. In this webinar, tap into their collective knowledge and learn how you too can navigate this complex, changing arena by leading with value-based solutions.

This session will dive in on the findings compiled in a newly published e-book from The Association of National Accounts Executives (ANAE) which outlines the ten imperatives anyone calling on these organizations needs to understand.  

This webinar is for you if you're looking for:

  • A deep understanding of 10 actionable strategies to employ 
  • Specific examples of how these tactics have proven themselves successful
  • Insight into more than 3 decades of contracting success with IDNs & GPOs 

About the presenters:

JohnJohn Pritchard- President, Share Moving Media

John's wide portfolio as a president and as publisher has helped him gain vast experience as a though leader in the industry. His large audience includes executives and CEOs across the IDN and GPO landscape. Share Moving Media (SMM) is the publisher of Repertoire Magazine and The Journal of Healthcare Contracting and National Accounts Weekly. The Journal of Healthcare Contracting reaches the executives involved in the healthcare contracting business. National Accounts Weekly is the only publication dedicated to National Accounts Executives calling on GPOs, IDNs, RPCs and national and regional distribution. Muddy Waters explains in full detail the healthcare supply chain. Organizations that contributed include Mayo Clinic, Geisinger Health System and WNC Health Network (WNCHN). Other contributors include GPOs Premier and MedAssets, and other first rate organizations like the Council of Accountable Physician Practices. 


ken headshotKen Murawski - President, Healthcare Links

After a 16 year career with Kendall Healthcare, 3 years as Director of National Accounts, Ken founded HealthCare Links in June of 1993 with a simple mission: to become a sales/marketing resource focused on National and Corporate Accounts--matching companies with clinical benefits and cost effective products and services to major Healthcare Systems, Alliances, Integrated Delivery Networks and Group Purchasing Organizations. With experience in all the healthcare markets, covering a variety of products and services, along with a working knowledge and relationships at over 100 IDNs, the HealthCare Links team has helped over 170 companies grow their national accounts portfolio. 


About Definitive Healthcare

Definitive Healthcare is the number one healthcare data and analytics platform, delivering information on every care provider in the U.S. Based on 3 billion+ medical and Rx claims, the platform empowers users to analyze referral patterns, financial metrics, clinical data, HCAHPs scores, and other data on hospitals, physicians, medical groups, IDNs, surgery centers, long-term care facilities, and others. Request a free trial to explore the platform.