How to Develop a Sales Plan Addressing Corporate Health Services

Slides:

View August 24th How to develop a Sales Plan for the Future for Corporate Health Services BDA via Google Drive

View August 24th How to develop a Sales Plan for the Future for Corporate Health Services BDA via Dropbox


Questions: How to develop a Sales Plan for the Future for Corporate Health? 

Issues to be addressed and clarified:

1.     What is corporate health?

2.      How do you determine what clients to approach for this?

3.      What is the approach to the client, developing a service or saving health dollars or improving employee productivity to health?

4.      What about HIPAA?

5.      How does the client get the report?

6.      Who presents the findings and recommendations to the client?


Video:


Welcome to our 30th NAOHP town hall of 2021! In this session, we will delve into the topic of developing a sales plan for the future when it comes to corporate health services. Join us as we explore key strategies and essential considerations for effectively addressing corporate health needs.

Understanding Corporate Health:
Corporate health involves balancing clinical and financial considerations to promote the well-being of employees and improve overall productivity. Studies show that promoting health at work can significantly enhance employee productivity, happiness, and well-being. By focusing on the whole person, beyond just work-related illnesses and injuries, companies can positively impact their employees’ return to work by addressing any chronic conditions or comorbidities they may have.

Identifying Potential Clients:
When developing a sales plan for corporate health services, it’s important to target clients who are interested in reducing healthcare spending and improving employee productivity. Self-funded employers, in particular, are usually highly motivated to minimize healthcare costs. However, even fully insured employers can benefit from programs and interventions that enhance employee well-being and support a healthier workforce.

Approaching Clients:
To approach potential clients effectively, it is crucial to differentiate yourself from competitors and position yourself as a subject matter expert. Instead of merely selling products, focus on providing valuable knowledge and insights to clients. This can be achieved by offering white papers, informational emails, or other educational resources that address industry trends, specific health conditions, and strategies for improving productivity. By demonstrating your expertise and value, you can build trust and increase the likelihood of success in sales.

The Role of Data:
Obtaining and analyzing data is key to developing effective corporate health initiatives. Understanding where healthcare dollars are being spent and what is driving those costs allows you to identify the most significant pain points for an organization. By capturing and utilizing data, you can determine the appropriate interventions and programs to offer. Collaborating with a third-party data analysis provider or leveraging internal IT resources can help you gather the necessary information to make informed decisions.

Compliance and Confidentiality:
When dealing with client data, it is essential to prioritize HIPAA compliance. Establish a business associate agreement (BAA) with your client and ensure that it reflects your internal HIPAA compliance program. Consider executing a mutual non-disclosure and confidentiality agreement to protect sensitive information. Secure file transfer protocols, such as SFTP, can help facilitate the secure exchange of documents and maintain compliance with industry regulations.

Reporting and Analytics:
Robust reporting and analytics play a vital role in assessing the effectiveness of your corporate health initiatives. Reports that highlight the prioritization of chronic conditions, the identification of engagement gaps, and the impact on health care spending can guide targeted interventions. By tracking compliance rates, gaps in care, and predictive analytics, you can develop a comprehensive understanding of employee health and plan interventions accordingly.

Importance of Leadership Development and Team Building:
To create a positive work environment and foster engagement, consider incorporating team-building and leadership development initiatives into your corporate health services. Leadership alignment and team dynamics can significantly impact employee motivation and well-being. By addressing these areas, you can help organizations improve overall productivity and create a culture of well-being.

Developing a sales plan for the future of corporate health services requires a combination of expertise, data analysis, and targeted interventions. By understanding the unique needs of clients, effectively leveraging data insights, and prioritizing compliance and confidentiality, you can provide tailored solutions that optimize employee well-being and reduce healthcare costs. Incorporating leadership development and team-building initiatives further enhances the impact of your corporate health services. Stay informed, stay prepared, and embrace the evolving landscape of corporate health to achieve success.

If you have any questions or would like to learn more about corporate health services, join us for next week’s town hall on workers’ compensation billing issues with Alicia Bell, manager of provider technologies at Japari. See you there!


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