Insights from recent KPMG healthcare provider research
Have you found yourself wondering how you need to adjust your sales strategy to meet evolving customer expectations?
Recent KPMG research indicates that providers do not expect to see vendors on site, at similar levels to pre-COVID-19, any time soon; consequently, vendors need to adjust their methods of communicating to meet the new desires of providers:1
The COVID-19 pandemic had an unprecedented effect on patients and healthcare providers; to understand the impact and aftereffects on healthcare organizations and how the front office (particularly the sales organization) must retool itself for this “new normal”, KPMG surveyed nearly 100 providers, including surgeons, primary care physicians, and hospital C-suite leaders in mid-2022. The survey set out to gauge provider perspectives in three key areas:
In a series of blogs exploring the survey findings, I continue here by concentrating on the third point above, specifically:
On-site vendor access
When do you anticipate allowing vendors to visit on-site to return "normal" levels (e.g. pre-2020)
When do you anticipate allowing vendors to visit on-site to return "normal" levels (e.g. pre-2020)
Provider / vendor interactions
When do you anticipate allowing vendors to visit on-site to return "normal" levels (e.g. pre-2020)
Leading organizations have high expectations of their vendors
When do you anticipate allowing vendors to visit on-site to return "normal" levels (e.g. pre-2020)
What are vendors doing to help you attract more patients?
The ways that vendors and providers interact have changed forever. Providers’ time is more precious than ever, and competition for their attention is fierce. But there are leading practices, and understanding these new practices will be critical to developing the right front-office strategies for effective sales, marketing, and service model changes.
For sales leaders in particular, you should consider the following to help mitigate the impacts of recent years:
Footnotes:
1Source: KPMG Pulse Survey, Summer 2022