The SCG Conversation Starter Toolkit was developed to help you engage health system stakeholders in meaningful discussions about their top challenges. Included in the toolkit, you’ll find an overview of the current health system landscape, key challenges that health system leaders are currently facing, and questions that you can use to engage these leaders in conversation. We recommend that you first familiarize yourself with the trends and data included in each section. Then, as you prepare for meetings with customers, use the questions in the Conversation Stater Toolkit to identify 1) how each trend is impacting your customer, and 2) what needs your customer has as they respond to each trend. For the next hour, we’re going to read through the toolkit, discuss as a group how we’ve seen these trends play out in our market, and identify ways we can use these insights to improve the way we communicate with customers moving forward. SUGGESTION: If your Regional Team has chosen to break up into smaller groups to conduct this exercise, consider assigning a section or two to each group to allow for deeper conversation on a particular topic. This will allow for all sections of the Toolkit to be reviewed and discussed across the entire team.
Confidential. For Internal Use Only. Not for distribution. © Johnson & Johnson Health Care Systems Inc. All rights reserved. 2022
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SUGGESTED TOTAL TIME FOR THIS SECTION: 20 Minutes
Take 10 minutes to individually review SECTION 1 (Pages 3 - 7) of the SCG Conversation Starter Toolkit. Then as a group, discuss the following: What leaders do you think you can engage with to discuss these topics? Why and how so? •
How could those conversations benefit your relationships?
What types of productive conversations have you had already around these topics? •
What do you think made them productive?
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How could you replicate that with more customers and other organizations?
SUGGESTED TOTAL TIME FOR THIS SECTION: 20 Minutes
Take 10 minutes to individually review SECTION 2 (Pages 8 - 15) of the SCG Conversation Starter Toolkit. Then as a group, discuss the following: Consider how you have you seen this trend play out in your markets and how it may impact your specific customers. •
In what markets and/or for which customers have you seen this trend play out? Describe the scenario.
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How did their strategy or operations change?
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How might this trend impact your customers’ purchasing processes or preferences?
Confidential. For Internal Use Only. Not for distribution. © Johnson & Johnson Health Care Systems Inc. All rights reserved. 2022
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SUGGESTED TOTAL TIME FOR THIS SECTION: 20 Minutes
Take 7 minutes to individually review SECTION 3 (Pages 16 - 19) of the SCG Conversation Starter Toolkit. Then as a group, discuss the following: Consider how you have you seen this trend play out in your markets and how it may impact your specific customers. •
In what markets and/or for which customers have you seen this trend play out? Describe the scenario.
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How did their strategy or operations change?
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How might this trend impact your customers’ purchasing processes or preferences?
If time allows: What additional thoughts do you have on how these Health System Market Trends could impact our customers’ purchasing processes or the value propositions that connect with them? •
What other ways could we position the benefits of our products and capabilities considering these trends?
Does anyone have an example to share of how they’ve seen this trend impact customers in their market? Are there additional topics related to our health system customers you would like to learn more about? Do you find this toolkit to be a useful resource?
Confidential. For Internal Use Only. Not for distribution. © Johnson & Johnson Health Care Systems Inc. All rights reserved. 2022
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