Why are you passionate about the Healthcare Industry?
I’m passionate about this role because I’m a people person. I truly enjoy engaging with prospects and obtaining solid leads for our clients.
What do you enjoy most about working with NIH Research & Consulting clients?
I enjoy providing positive results and supporting the amazing clients that we work with to achieve their goals.
What do you like most about the NIHR culture?
I’ve been in this business for 18 years, and NIHR is the best in the country. We are simply a higher caliber. Our team is absolutely outstanding and I enjoy working with everyone in our company. Anyone can deliver leads, phone numbers, and emails, but our job is to qualify those leads. That’s the NIHR difference.
What do you think is your biggest business strength?
I’m a people person. I love interacting with people. Our job at a core level is to engage with prospects, probe for insights, control the conversation and obtain as much information from them as possible so we can pass that along to our clients. It’s like mining for gold when done well, and we do it very well at NIHR.
I excel at qualifying leads and I ask the right questions to create opportunity. If I determine they’re not looking now, I find out when, even if it’s 6 months or 12 months down the road. I ask if they’d like a follow-up call. I set up that opportunity right then and there. About 90% of the time, they want a call back. We keep the client pipeline full and we keep the “B” and “C” leads full. I ensure that the Sales Representative has highly relevant important talking points so they can literally jumpstart the conversation when they have the follow-up call.
I am very experienced at determining client goals to assess what we need to gauge from prospects to deliver the most efficient information. i.e. I find out what they’re currently using, break down the language into theirs, find out if it’s a proprietary system or vendor, how long they’ve used it, how they rate it on scale of 1-5, any issues or obstacles related, and find out if they’d be willing to consider the replacement product. I ask about clinical effectiveness and unwarranted care variations and determine how important that is to them. Ultimately, I ask the right questions.
What are some successes or milestones you’ve achieved at NIH Research & Consulting?
I deliver excellent results and am honored that I receive a lot of repeat clients. For instance, we recently had a client return that had tried a competitor that was less expensive. The client said the competitor had provided them with a lot of research and a lot of data, however, “the quality just wasn’t the same as NIHR.” This speaks volumes about my work and the synergy on our team and our overall effectiveness as a company. We also recently had a client that tried to run their campaign in-house after our initial launch. A month later, they hired us again. We also have clients that have received such an immense amount of quality leads from us that they don’t need to renew. All of these scenarios are major accomplishments for us.
“Joe is the consultant that clients consistently ask for by name. Everyone engages Joe because he’s such a people person and his demeanor is appreciated by all. Some of our clients’ prospects prefer to talk only with Joe. We have received many testimonials on Joe’s work ethic and communication style and how he exceeds every client expectation possible. Joe is family and we are so proud to honor him this month,” says Cindy Kanstoroom, Principal Managing Partner, NIHR.
Share with us a fun fact about you!
I was in the newspaper business a long time ago right out of college. One of my first big interviews was with Bob Hope for The News-Gazette in Champaign, Illinois. We had breakfast and it was a great conversation! Like I said, I really like talking to people! I was also an avid photographer and I’ve photographed Andy Williams, Ike and Tina Turner, and other notable celebrities. I’m very active in the community, outreach and charitable work.
Congratulations to Joe McNamara from all of his colleagues at NIH Research & Consulting on Staff Feature of the Month!