Building Competitive Immunity

"This was the most important training program I have attended in my 20 year healthcare sales and marketing career. It gave me practical ways that I can protect and grow my business without giving away the store."

Building Competitive Immunity® is the bedrock strategy program from which SGM builds all other consulting and training capabilities. This 2-2 ½-day strategy, account management, and healthcare business acumen session is highly customized for your sales, marketing management, managed care and national accounts teams.

The entire healthcare industry has evolved into a new paradigm that is driven by traditional scientific and clinical variables but to a greater degree, economic engines. The challenge facing healthcare sales and marketing organizations lies in its ability to understand these changes from the perspective of their customers, gain access to time and dialogue with key influencers, and turn these new challenges into opportunities. BCI™ offers healthcare specific competitive advantage unlike any other developmental program.

Upon completion of the BCI™ program, your team will:

• Understand how change and current industry trends impact customers, your organization and themselves;
• Understand and develop a strategic action plan to direct business activities in a key markets segments and accounts;
• Gain insight into their current strategic skill sets;
• Understand the differences between strategy and tactics in order to identify significant competitive advantages and block competitive moves;
• Uncover key customer segment’s critical business goals in order to differentiate products and services and create unique strategic approaches;
• Complete a competitive analysis in order to develop proactive tactics that create the ability to set the selection criteria for a particular competitive opportunity;
• Demonstrate the five steps of an effective strategic business call with influential customers.
• Develop a personal action plan for building competitive strength and advantage.