Questions to Consider
Does our offering align to the health system's priorities?
The Veterans Health Administration ("VHA") is an integrated health system with the mandate to improve Veteran well-being while reducing the cost of care. How does our solution support that?
Do we speak their language?
There are protocols, processes, language and acronyms that make even the most astute linguist's head spin? Language is the expression of a culture with which one must become familiar.
Are our sales reps building multi-level advocacy?
To whom do we speak? Who is the buyer? The decision maker? How do funds get prioritized? What is the decision timeline?
Are we selling or helping?
The acquisition process involves business development and procurement strategy focused on helping the government make legal and ethical decisions that are aligned to priority.
Are we procurement ready?
Are we ready to sell to the government? Even the most qualified companies must also be procurement ready.