PIPELINE DEVELOPMENT
Pipeline Development
Successful sales growth begins with engaging the right healthcare organizations. With NIH Research & Consulting, LLC (NIHR) on your side, you can be confident you are engaging the healthcare organizations most aligned with your solution and market strategy. Because we focus exclusively on the healthcare industry, we understand how to communicate effectively with the decision-makers your company needs to reach:
- Identify qualified healthcare opportunities
- Strengthen and expand your sales pipeline
- Improve territory coverage
- Reduce sales cycle time and cost of acquisition
- Accelerate revenue growth
- Strengthen market positioning
- Increase brand awareness within targeted healthcare markets
- Identify previously missed opportunities
Our experience engaging hospitals, integrated delivery networks (IDNs), group practices, pharmaceutical organizations, laboratories, and other healthcare entities gives NIHR a deep understanding of how to communicate within the healthcare market. We recognize that physicians, executives, practice administrators, lab directors, and other healthcare leaders each have unique expectations for professional communication. Our consultants know how to engage these audiences effectively, ensuring your message is delivered with credibility and relevance.
Whether you have your own database of target organizations or need NIHR to develop a prospect list on your behalf, our focused pipeline development programs provide:
- Better territory coverage
- Lower cost of sales acquisition
- Shorter sales cycles
- Stronger pipeline development
- Increased awareness within targeted healthcare markets
- Insight into the healthcare marketplace
- Updated databases with key healthcare decision-makers
- Reduced missed sales opportunities
- More productive sales teams
Project Management
Your assigned NIHR Project Manager serves as the central point of coordination between your team, NIHR consultants, and your sales organization. Through ongoing communication and consultation, your Project Manager ensures that insights and information gathered during outreach are delivered efficiently and distributed to the right stakeholders at the right time, helping your team act quickly on qualified opportunities.
Strategic Engagement Methodology
Many organizations rely on limited outreach attempts when engaging potential prospects. NIHR utilizes a strategic multi-touch engagement methodology designed to significantly improve the likelihood of reaching key healthcare decision-makers.
Developed and refined through decades of experience in the healthcare technology market, NIHR’s multi-touch approach has proven highly effective for healthcare technology companies across a wide range of markets. This structured outreach process may include:
- Strategic outreach to targeted healthcare decision-makers
- Identification of key stakeholders within healthcare organizations
- Discovery conversations to better understand organizational priorities and decision processes
- Scheduled follow-up communication based on decision-maker availability and engagement
- Delivery of relevant information and digital collateral
- Scheduling meetings with client sales executives or subject matter experts
- Ongoing engagement to support continued sales conversations and pipeline development
NIHR’s outreach is conducted by experienced healthcare technology consultants who understand the complexities of the industry and communicate your value proposition with credibility to healthcare decision-makers.
Sales Enablement Support
NIHR consultants play an active role in supporting your engagement with prospective healthcare organizations. As part of our outreach process, we provide fulfillment of electronic collateral requests such as PDFs, white papers, and links to relevant information on your company website.
This value-added service ensures that prospects receive timely information while maintaining continuity in the communication process. Our collateral fulfillment process includes:
- At project initiation, your IT team may assign NIHR consultants a dedicated seat on your email server so communications are branded to your company.
- Each communication includes a personalized message identifying the consultant as a representative of your organization.
- After materials are delivered, NIHR schedules appropriate follow-up communication based on the prospect’s direction and level of interest.
- Consultants collect feedback from prospects regarding the information provided and share those insights with your team.
- If contact information is outdated or incorrect, NIHR verifies and updates prospect details to ensure your database remains accurate.
Event Optimization
Maintaining visibility with clients and prospects is essential to strengthening market presence. NIHR supports your event initiatives by helping recruit and engage qualified healthcare professionals, maximizing attendance and participation.
Our event support services include:
- Trade Shows: Increase qualified booth traffic and pre-schedule meetings with targeted healthcare decision-makers
- Webinars: Recruit and register relevant healthcare attendees to maximize audience engagement
- User Group Events: Recruit participants and coordinate real-time registration to strengthen client engagement
- Website Lead Follow-Up: Engage and qualify healthcare prospects generated through website activity to determine interest and connect them with your sales team