Key Customer Management

GPOs, IDNs, IHNs, and RPCs are daunting and challenging even for those suppliers skilled in dealing with them. For the new health care company, for the small cap and mid-cap companies, and even large cap companies, dealing with these key customers is challenging from a number of perspectives. Our advisors are experts in dealing with these key customers and our services span from targeted and specific assistance all the way to comprehensive outsourced national account representation.

What we often find is that our clients prefer to have The Wetrich Group advisors serve as contracted key account teams. We have run GPO and IDN operations for a number of suppliers. Our offering in this area is wide-ranging and includes account coverage, bid response, pricing management, contract development and management, contract launch management and ongoing contract maintenance.

At a minimum, we can assist suppliers with how to approach these key customer and assess through our Contract Assessment Process (CAP) Model whether or not it makes sense to contract with a GPO or IDN.

Our key customer management advisory services include:

  • Key Customer Management Strategies
  • GPO Contracting Management
  • GPO Contracting Approaches through our CAP Model
  • Outsourced National Account Representation
  • Product Sales Representation