Go beyond the obvious and conduct a comprehensive Discovery with your prospects...it's at the core of Strategic Selling! Below are some questions that I've used in discovery meetings and in various environments, including health care, life sciences, technology, etc. – adjust to the specific niche. KNOW your customer's Industry Drivers and later address your customer's Business Objectives. Sit down with your prospect over several meetings...it builds the relationship!
Discovery Questions:
***What system or business unit are you a part of?
***Does your facility/ organization purchase services through a GPO, system corp. office or independently?
***Are clinical, general, IT and professional staffing services procured through different teams?
***Is your contingent workforce currently being managed through an MSP/ MV/ VMS relationship?
***What functions of your business are you outsourcing?
***What technology initiatives have you rolled out in the past 12 months/ are on your radar for the next 12 months?
***Are you outsourcing MAJOR strategic initiatives (PWC? other consulting firm) or managing these initiatives internally?
***How is the FDA (other regulatory agency) impacting your business?
***Have you launched any new products in the past 12 months?
***How are you packaging/ shipping the products -internally or externally?
***Do you formulate and manufacture your products or does a 3rd. party private label supplier?
***What is your current census/ are your membership numbers? Future # goals?
***How do you plan for enrollment (call center/ seasonal spikes)?
***What is your growth/ expansion strategy – office/ practice openings? Global?
***How do you manage special or SOW projects?
***How are you right sizing and positioning your business for upcoming health care reform (any govmt. reform)?
***Are you introducing any new plans or products in a new market?
***How do you manage customer, member (patient) support?
***What is your executive succession planning strategy (who is being groomed)?
***How is your business model changing/ going to change in the upcoming year?
***How are you vetting Independent Contractors? Are you using payroll services to bring back a retired, semi retired workforce?
***What is your Blended Workforce strategy?
***How are you tracking Diversity Vendor/ Supplier spend in your programs?
***What tools/ strategies/ resources are you utlizing for Workforce Planning?
***Are you consolidating operations or moving towards a Share Services Hub(s) operational model?
***What contingent workforce models (and which vendors) have you utilized in the past? What's worked for you? What hasn't worked for you?
***What Board Members and Sr. Executives are stake holders in People Services & your Total Workforce?
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