Dee Donatelli Consulting, LLC, Announces Inaugural “Value Analysis Apex” Event for Healthcare Supplier Sales and Marketing Executives; Endorsed by AHVAP

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Never-before assembled faculty and curriculum creates opportunity for supplier sales and marketing executives to learn from value analysis professionals from leading healthcare provider organizations

“For suppliers, effectively preparing your organization for a hospital’s value analysis process is one key strategy to help introduce new products and shorten the selling cycle," said Dee Donatelli, RN, MBA, principal, Dee Donatelli Consulting.

Dee Donatelli Consulting, LLC, in conjunction with the Association of Healthcare Value Analysis Professionals (AHVAP), today announced the opening of registration for the inaugural Value Analysis Apex (VAApex™) event, to be held March 7-8, 2019 in Dallas, Texas. The VAApex forum will assemble a faculty of leading value analysis experts, who will guide supplier sales and marketing executives through a 1 ½ day curriculum designed to build a profound understanding of the hospital value analysis process, in turn providing healthcare suppliers with and effective ways to introduce products to hospital Value Analysis Committees (VACs).

VAApex creates a unique forum for sales and marketing executives at healthcare suppliers that manufacture, market and sell products and devices to hospitals and other provider organizations. As value analysis continues to accelerate in importance to hospital decision makers, supplier executives need to know the most efficient ways to position and represent their products, to help aid in the selection process of products by their customers, toward the mutual goal of delivering the safest and most cost-effective patient care.

“Working with leaders at both hospital and supplier organizations, I often hear people express frustration with the difficulty of introducing products to hospitals,” said Dee Donatelli, RN, MBA, principal, Dee Donatelli Consulting, LLC. “Throughout the healthcare industry, we’re all working together to improve patient outcomes and the cost of care. For suppliers, effectively preparing your organization for a hospital’s value analysis process is one key strategy to help introduce new products and shorten the selling cycle. When you fully understand Value Analysis, you can present your products to the Value Analysis Committee (VAC) with answers to all the right questions – demonstrating the value and effectiveness of your products and devices, in ways that support the VAC’s decision-making process.”

The event will be held at The Adolphus Hotel in Dallas, Texas. Dee Donatelli and a team of leading AHVAP members will provide in-depth, unique perspectives that include a live Value Analysis (VA) demonstration meeting, representing a hospital value analysis process for participants. Event attendees will build an understanding of how to position their products, services and organization most effectively for review by a VAC, and will participate in interactive discussions that provide tools, tips and techniques, and a follow-up Simulated Value Analysis Committee (SimVAC™) review, which will help strengthen an organization’s preparedness to present their product or service line to a VAC.

This program provides participants with an unprecedented understanding of VA techniques and processes, including:

  • A real-world VA meeting, facilitated by AHVAP experts
  • Keys to the VA decision making process
  • Steps for marketing and sales to use within a VA environment, toward the goal of supporting faster decision-making by provider organizations
  • Preparing answers to key questions
  • Strengthening product positioning
  • Improving the organization’s value proposition, moving from basic selling to a value-based discussion
  • Adaptions to sales and marketing materials to help address today’s “VA Think,” building understanding of VA as the new customer
  • Key ideas to improve time-to-close and product launch success
  • Ways to differentiate an organization through value analysis mentoring
  • Preparation for participation in the SimVAC session

“The most distinctive feature of the VAApex is the SimVAC, which is where supplier participants can make enormous advancement,” said Donatelli. “Following the VAApex event, attendees and their associates will participate in a remote, virtual SimVAC, which is a one hour session with members of the faculty from the Dallas meeting, specifically focused on a product or service identified by the supplier. The SimVAC uniquely creates a real-world environment designed to help overcome the barriers of selling to VACs. During the session, supplier participants ‘field test’ their updated product positioning, messaging and answers to key VAC questions, and receive feedback on their approach to selling and marketing the selected product or service. It’s like having a focus group of industry experts for each individual organization.”

VAApex is endorsed and supported by AHVAP, an organization of clinical professionals whose expertise bridges the gap between clinical staff and the supply chain process. Today, many provider organizations use VACs to help further their efforts to understand and measure Cost, Quality and Outcomes, a key component of hospital quality measurement endorsed by the Association of Healthcare Resource Materials Management (AHRMM).

To register for the inaugural VAApex event on March 7-8, 2019, please visit VAApex.com or AHVAP.org.

About Dee Donatelli Consulting, LLC

Dee Donatelli, BSN, MBA is the principal of Dee Donatelli Consulting, LLC. Dee is a renowned icon in the healthcare industry, a deeply experienced healthcare professional with more than 40 years’ experience, and one of the first clinicians to take on a leadership role in supply chain management, paving the way for provider organizations to understand the value of blending clinical knowledge with supply chain management. A nationally recognized speaker, Dee has advised some of the country’s leading healthcare organizations on cost reduction based upon a clinically integrated value analysis process. Dee has in-depth clinical experience from her background as a nurse, and over 25 years of consulting expertise focused on large scale supply chain operations improvement. She is a past President of AHVAP and Chair-Elect of AHRMM. She holds certifications as both a CVAHP & CMRP. For more information about Dee Donatelli visit DeeDonatelli.com.

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