Excellence in Sales: Nate Williams
Nate Williams: Selling solutions, not just products It starts and ends with a focus on the customer Salespeople are passionate about the products and services…
2014
Excellence in Sales: Chuck Ryan
Chuck Ryan: Driven to succeed A pizza restaurant, a truck-driving job and a desire to serve have positioned Chuck Ryan for sales success Those who…
Excellence in Sales: Bill McLaughlin, Sr
Bill McLaughlin, Sr.: Champion of the independents A ‘passionate, mother bear’ for the independent distributor A herder of cats, a dog with a bone, a…
Excellence in Sales
Contracting executives recognize excellence in their profession. But what constitutes excellence among those who sit across the desk from you – that is, salespeople? In…
February 2014
Click Here to Read the Feb issue (w link to PDF download) Contacting Professional of the Year This year’s contracting professional of the year,…
Observation Deck: Join the Crowd
Higher education’s day of reckoning is here Journal of Healthcare Contracting readers have been under pressure for a long time to reduce costs while helping…
In the Headlines
Hospital and health system news from across the country Editor’s note: The following news has been compiled by Major Accounts Exchange (The MAX), healthcare’s leading…
Ten Years of The Journal of Healthcare Contracting
A look at headlines from the debut issue Cutting costs while improving revenues. Seeking more alignment on physician preference items. IDNs looking for value in…
Why Patient Experience is So Important
By Alan Cherry Healthcare providers and the sales reps who service them are part of the largest customer service industry in the world. The importance…
Making a List…
By Robert Handfield, Ph.D. Vendor scorecard broadens the conversation beyond price at UC Medicine As the general director of supply chain for automotive component maker…