“We are fortunate to have found and partnered with NCI. Their professionalism, ethics and business sense are exemplary and commendable. NCI has: Generated greater visibility of our company’s solutions; Improved our contract position with GPOs, and IDNs; Helped us form relationships with key decision-makers at major health systems. NCI’s team has also played a major role in educating and training our developing national accounts team. Overall, NCI has been a blessing to work with over the last several years”
―Tim O’Halla, President & CEO, Eloquest Healthcare
Our Specialities
⟣ GPO Contracting Solution
GPO contracts provide mass market opportunity for our clients.
Solution Details:
At NCI, we assist our clients in selecting GPO’s that are aligned with their solution that will bring the largest return. We analyze client solution and business model to develop a strategic and tactical plan to align with GPO needs. We schedule meetings to introduce client to executive decision makers (Vice President or President). After meeting has been scheduled, we then attend with client and manage the process through contract award.
GPO - IDN MEMBERSHIP PENETRATION:
We develop a client penetration plan between GPO and client. We assist client in selecting the top 50 IDN’s within the GPO Membership. We schedule, attend and manage IDN meeting resulting in the IDN implementing the GPO contract
⟣ IDN Contracting Solution
Solution Details:
At NCI, we assist clients in selecting Health Systems (IDNs) that are aligned with the client's solution and will bring the largest and quickest return. NCI will then schedule a proprietary meeting to introduce the client to executive decision makers (VP-Supply Chain, CFO, CIO and Hospital Administrator) based on the client's product/service/solution. We then attend meetings with client, develop a tactical plan and manage the process through contract award.
⟣ National Accounts Program
We provide your company an outsourced national accounts program to include the following:
Solution Details:
NCI will supervise all national accounts contract administration and manage the day to day operations. We will support and implement all national accounts initiatives with additional responsibilities to include:
Support and communication of National Account Strategic Plans.
- Support GPO penetration model and validation protocol.
- Support the GPO penetration model reporting process.
- Negotiate, develop, communicate and renew contracts with targeted GPO’s and Key Accounts.
- Develop and assist in the implementation of comprehensive contract rollout plans to insure and enhance compliance.
- Provide strategic direction for the field sales organization, which leads to increased compliance, market share and profits.
- Communicate in a timely and comprehensive fashion with field sales on GPO contracts, key target accounts, and to provide periodic updates on status and direction.
- Create and administer contract documents, membership lists, extensions, amendments, and any special communications as it relates to GPO and Key Accounts contracts.
- Promote availability as a resource on all aspects of GPO and Key Account contract negotiation and implementation.
⟣ Strategic Direction
Solution Details:
Our proprietary discovery process identifies enterprise strengths, weaknesses, development needs and new business opportunities to grow a prospective partners solution. Whether it is a product, service or even software, NCI Strategic Directions solution includes a combination of assessments linking the science of behavioral assessments, competency modeling, market research and in-market evaluation for greater enterprise effectiveness. The result for our clients is the knowledge necessary to sustain higher performance. Strategic Directions is fundamental to all that we do providing the critical intelligence to strategic sales transformations.
How It Works - 6 Steps:
Develop Value Proposition: Assess and develops a unique value proposition anchored by value-centric selling principles, validating it with leading IDN and GPO executives
Identify Opportunities: Which match the client's solution deliverables: Respond to the provider's pain points to reduce time for solution
Schedule Meetings: Shortening the closing cycle. NCI will open; provide agenda; client then provides presentation; NCI controls next action steps toward a client contract award. NCI will provide meeting notation and actions.
Develop Tactical Plan: Client leaves meeting with a tactical plan; leading to a contract award. The tactical plan is approved by client and navigated by NCI.
Business Growth: For many of our clients; acquiring access to key decision makers in their target market is a difficult, yet critical challenge, uncovered during Strategic Directions. Using our extensive relationships, we have generated over the past 25 years, clients can select targets from GPO, IDN, Coalitions, major health system’s, channels, and partners to present their solution for market share expansion.
Execution: We support our client’s sales teams' access to key healthcare executives; setting up initial meetings, creating value propositions, and working with our clients' ongoing strategy and penetration. Clients can engage NCI’s outsourced sales team; aligning the needs of our client's business to an expertly selected sales team targeted at the clients solution result.
⟣ Business Growth
An extensive portfolio of professional development programs
Solution Details:
For many of our clients, acquiring access to key decision makers in their target market is a difficult yet critical challenge uncovered during Strategic Directions. Using our extensive relationships we have generated over the past 30 years, clients can select targets from GPO, IDN, and major health system’s to present their solution for market share expansion. We guarantee our client’s sales teams access to key healthcare executives setting up initial meetings, creating value propositions and working with our clients on ongoing strategy and penetration. Aligning the needs of our clients business to an expertly selected sales team with development programs targeted at the client’s solution results in strategic sales transformation.
Closing the development gaps identified during Strategic Directions is important to ensure NCI’s end to end solution for their partners. The client will enjoy access to an extensive portfolio of professional development programs offered as a fully customized basis or on an open program basis for clients. Whether customized for a specific clients solution or open participation for multiple clients, these programs focus on sales effectiveness, leadership development, individual and group coaching, business acumen, negotiation skills, and presentation training; all aligned to the needs of the client identified in Strategic Directions.
GPO - IDN Membership Penetration
We develop a client penetration plan between GPO and client. We assist client in selecting the top 50 IDN’s within the GPO Membership. We schedule, attend and manage IDN meeting resulting in the IDN implementing the GPO contract
⟣ Talent Acquisition
Critical Intelligence to select the most qualified candidates.
Solution Details:
NCI builds upon the results of the discovery process by equipping the client the necessary intelligence to hire the best talent supporting their solution. NCI installs turn-key recruitment systems for candidate selection including pre-employment evaluations, behavioral interviewing, and candidate selection management with their talent acquisition specialists. NCI offers clients with an end to end solution to drive results by equipping them with the critical intelligence to select the most qualified candidates.
