Navigating Course Offerings Descriptions and Samples
Speaking the Language of Healthcare: Navigating Coding
The language of healthcare is filled with acronyms and strange terms, but in order to successfully sell to hospitals and doctors, you must be fluent in this language.
After completing this course you will be able to identify the primary coding structures that drive payment and reimbursement. This course describes the appropriate use for and the methods by which medical technology is reimbursed under each of the different coding systems.
Speaking the Language of Healthcare: Navigating Coverage
Reimbursement is a complex system involving coding, coverage and payment. The process to get coverage for a new technology varies from one insurer to the next but is often based upon similar principles.
After completing this course you will understand the decision process that Medicare and private insurers use when evaluating new medical technology.
Speaking the Language of Healthcare: Navigating Medicare
As the nation’s single largest payer, it is important to understand Medicare’s structure, process and payment mechanisms.
After completing this course you will understand Medicare’s organizational structure and the process for introducing a new medical technology within the Medicare program.
The Business of Hospitals: Navigating IDNs & GPOs
Integrated Delivery Networks (IDN) each have their own unique purchasing policies that make the sales process very complicated. GPOs can often add another administrative layer or sales challenge when working with your customers.
After completing this course you will understand the structure and buying processes of IDNs and GPOs. You will learn how you can sell more efficiently and effectively to them cutting down your sales cycle and achieve more consistent sales success.
The Business of Hospitals: Navigating Capital Budgets
The Capital Budget is a complicated and lengthy decision process that often requires salespeople to support a year-long sales cycle in order to be successful.
After completing this course you will understand the ins and outs of the hospital Capital Budgeting process. You will learn how to identify opportunities and contingency funds available as well as structure a plan of action.
The Business of Hospitals: Navigating Hospitals
If you work with hospital customers, you need to understand their business and recognize their needs and concerns.
After completing this course you will understand how hospitals function and the methods hospital executives use to make decisions. You will be able to recognize the different hospital business models and ownership structures. You will understand the principles of hospital finance as it relates to medical technology.
The Business of Hospitals: Navigating The Clinical Champion
When introducing new medical technology to hospitals it’s important to have the support of your key physician or “clinical champion” to facilitate a hospital relationship.
After completing this course you will learn how to evaluate a physician and determine if they are a “Clinical Champion”. You will understand how to work with a clinical champion in order to achieve your program goals.
The Business of Hospitals: Navigating New Technology Committees
Challenged by the cost and complexity of new medical technologies, many hospitals have implemented formal review committees called “Technology Management Committees.”
After completing this course you will understand the structure and purpose of these committees and how you can work collaboratively with them to introduce new medical products and services.
The Business of Ambulatory Surgery Centers: Navigating ASCs
There has been a rapid growth in the number of new ASCs as certain surgical procedures are moved into the outpatient environment. These facilities often specialize and use a significant number of surgical products. If your products are utilized in outpatient procedures it is important to understand the ASC’s unique business model.
After completing this course you will understand the ASC structure and purchasing process. You will be able to describe the current ASC reimbursement mechanisms, contracting methodologies and the impact on medical products.
Understanding Customer Payment: Navigating Managed Care
In this course we will discuss managed care contracting and its impact upon managing payment for implantables and other high tech devices in hospitals, hospital based and free standing Ambulatory Surgery Centers (ASC’s).
After completing this course you will understand the role of your customers in the managed care contracting process. You will be able to discuss contracting for New Technology and the importance of payment to your customers and how you can assist your customers in this process.
Understanding Customer Payment: Navigating Physician Payment
When it comes to the sale of medical products, physicians are frequently either the direct purchaser or one of the primary decision makers. Therefore it’s important to understand the reimbursement environment in which physicians operate.
After completing this course, you will have a detailed understanding of how a physician receives payment for both the work they perform and the products they purchase.