As health systems take on more ‘fee-for-value’ arrangements, their strategic suppliers may share the risk. Joe Gasque, a senior leader from GE Healthcare North America, shares GE’s shared risk arrangements in their journey to be a “leading provider of outcomes” and impact on hiring and training field team members. Brad Ansley, Director of SPI Health, returns to Business of Healthcare to talk about preparing sales team members and others for this new value-driven paradigm.
GE Healthcare has carefully developed 6 shared risk arrangements, such as the widely publicized contract with Jefferson Health. Traditional sales and service training approaches, however, are no longer effective at this level of complexity. Business relationships must be managed across a large group of decision-makers from both clinical and administrative leadership. “To understand the business of healthcare is vitally important. Not just the clinical aspect, but it’s again back to the triple aim or quadruple aim of understanding how patient experience, or, I would say consumer experience relates to quality, access, and affordability. And that’s something that not everybody walks in the door and has.” says Gasque
Sales team members must be much more collaborative, coordinated, and consultative. For example, a deep understanding of the business of healthcare is critical, not just the features and functions of a particular product or service. Competency models now must take into a wider range of skills such as clinical and business, and proficiency levels are changing over time. As a result, the profile of new hires and the training approach for existing personnel is changing significantly. “A good understanding of what that new competency model looks like is an area that we feel is extremely important and what the proficiency level of each of those competencies is” says Brad Ansley, “And then being able to develop or have a platform that helps you develop the individual, not the group or the role, but perhaps down to the individual level based on a clear assessment of their knowledge and capabilities, and having a platform that can serve up that development at an individual level.” continues Brad.