This a look at a medical device company that had been seeking to develop a national account team to advance the company’s conversation and position with payors. The company engaged Six Bridges Advisors to accomplish the following:
- Evaluate the skill set of existing leadership and operational personnel in national accounts.
- Provide a proposal to enhance the organizational structure required to support the organization’s priorities with payors, health systems, and high-potential employer targets.
- Develop the managed markets marketing plan, including the clinical program required to better position the clinical and economic argument for the company’s product.
- Train the existing and acquired workforce on the skills and messaging required to position products successfully, both clinically and economically, with the payor audience.