Date(s) - 12/12/17
9:30 am - 12:00 pm
Tue, December 12, 2017 9:30 AM – 12:00 PM
Selling to organizations often involves complex and competitive buying and contracting processes – even when you have received positive feedback from your champions. This workshop addresses the challenges of closing the sale and getting a signed contract as you execute your account plans at prioritized targets.
Ken Fishman will introduce some approaches and frameworks for understanding how decisions are made within organizations, including how to build trust with a diverse group of stakeholders who may have different roles, styles, priorities, and experiences to draw from when it comes to making a go or no-go decision. Even after a decision is made to buy, contracting can often be protracted and contentious. Ken will also share approaches to facilitate the contracting process.
Ken was a managing director in Accenture’s health and public service practice and is now based in Chicago. Ken was with Accenture for over 33 years before retiring in August of last year. From 2013–2016, Ken was the delivery lead for a technology-enabled transformation for a large Northeast academic medical center. Before then, Ken spent almost 14 years focused on cost reduction and large scale change initiatives for health insurance companies. Ken has worked with organizations in North America, Asia and South America.