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1 1 Innovate ⎸Implement ⎸Impact OUR MISSION: E NSURE Y OUR B USINESS T EAM C AN I NNOVATE | I MPLEMENT | I MPACT
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OUR MISSION:ENSURE YOUR BUSINESS TEAM CAN
INNOVATE | IMPLEMENT | IMPACT
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WE ACCOMPLISH THIS BY:
Ensuring our clients possess
the business skills & market knowledge to
proactively access & engage key
stakeholders. This provides superior
insights, enabling them to build & position
unique solutions of mutual value.
www.thebrooksgrouponline.com
OUR MISSION:
ENSURE YOUR BUSINESS TEAM CAN
INNOVATE / IMPLEMENT / IMPACT…
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Market Drivers Report
Brand Value Proposition
Equity Scan
Corporate Franchise or Brand
Voice of the Customer Research
STAR:
Successfully Targeting
Advocacy Relations
Global & US Brand Planning
Strategic Planning
Organizational Design
Executive Coaching
Field Visits/Account Calls
Educational Primers
CONSULTING
Curriculum Design and Content Development
Classroom Facilitation, Interactive,
Virtual & e-Learning
Measurement & Evaluation
(Levels I—V, including ROI)
Custom & Open Enrollment Programs:
Account Management
Strategic Thinking & Planning
Executive Level Presence
Accessing & Integrating at Strategic Levels
Developing a Value Proposition
Revolutionize Your Business
RESEARCH & INSIGHTSLEARNING & DEVELOPMENT
A Veteran Owned Small Business
Established in 1995, our marketplace value is ultimately measured by the client relationships we have developed and maintained over 21 years.
Registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of Continuing Professional Education Credits for Certified
Public Accountants
Registered as a Preferred Provider with the Society for Human Resources Management as a provider of Continuing Professional
Education Credits
Leaders in healthcare focused on leveraging insights, innovation, and implementation to deliver practical solutions with impact. Our service continuum is as follows:
THE BROOKS GROUP AT A GLANCE
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OUR CLIENTS
Mosaic
Partners
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RESULTS: THE IMPACT WE HAVE ON OUR CLIENT’S BUSINESS
“The Brooks Group training not only enabled our account team to hold rates with our key healthcare providers and payors, but by focusing on our value proposition they actually emboldened our team to negotiate increased rates. This increase actually resulted in our team exceeding our own established expectations and budget.”
—Greg Meadows
Sr. VP, Managed MarketsCORAM Specialty Infusion Services
"Brooks Training is so much more than a “training program”… would call it more of an engaging program. The key to success is to take the ideas learned and immediately practice the knowledge with your own business…I felt like I had “arrived” when one of the CEOsof my largest customers, where I have presented the Executive Summary in the past, invited a room full of mid level managers to demonstrate how a professional should present a program. Lastly, the Executive Approach is not just confined to customers, it is a useful tool for change with internal customers as well."
—Linda White, RN, BSN Director, Employer Accounts & Workers Compensation
DJO Global
Thank you very much for your time, effort and the enormous amount of knowledge that you equipped us with during our training at L.A. Care. Our two days together were filled with plenty of opportunity to laugh together, learn together and push each other to rethink the way we engage and negotiate with our internal and external partners. It has now been a few weeks and we continue to see our teamturn to your key thoughts such as “expanding the pie” to work towards achieving their goals. We believe that this training has been invaluable to our organization and we continue to see the development of these skills in the months and years ahead. We couldn’tsay this enough, THANK YOU!
—Paul Van DuineVice President
Provider Network OperationsLA Care
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HOW WE’RE DIFFERENT
The Trusted Advisor Customer Relationship Model
Who you see is who you get: all training is delivered by
Brooks Group senior staff with 20+ years of industry experience
All programs customized to each client’s specific needs
We leverage our Market
Research insights to enhance
our training content with
“Voice of the Customer”
Level I—V assessment to
establish ROI for your training
investment:
Level III ensures required
coaching drives the skills into the
DNA of your Company
Most recent ROIs for strategic
learning & development
initiatives:
‒ 89:1
‒ 95:1
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ACCOUNT MANAGEMENT MODEL
AM Archetype ModelResearch Customers
and Market Trends
Positioning Statement
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6 7 Solution Call
4 Strategic Thinking Planning ProcessGapping Diamond
Value Proposition
NOTE: This image:
denotes ongoing
processes
Project Management8
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SUPERIOR ACCOUNT MANAGER ARCHETYPE
Exceptional
Business
Acumen
Professional
Credibility
Personable &
Engaging
Resiliency &
Adaptability
Voice of the customer data revealed an archetype model for the superior Account Manager that is
composed of five professional ethos elements – patterns of action or conduct. These five professional
elements together create a unified vision of an Account Manager who is distinct and superior to the
expected norm.
Total business awareness. It's not just financial.
It's totally about the customers' businesses, &
the healthcare market that they're operating in,
& what's important to them. What their pain
points are, what's going on with regulation,
ACA, patient experience, etc.
Best of knowledge of your company products,
pipeline, but also the major competitors in the
same space so you get the same education about
competitor products…the core competency would
just be the state of medicine so where is medicine
today from your company's pharma perspective,
& as we offload risk & we have ACOs & we have
hospital-owned systems, what's all happening in
the marketplace & how are you as a pharma
company approaching those deliverers of care..
They have to be adaptable. I don't think that
any account manager who is rigid & resistant
to change is going to be able to survive
because I think things are going to change so
dramatically. So it's going to be the Account
Managers who can sway with the wind who
are going to be able to do well in this
environment.
Strong relationship building skills. I think a lot of it is
just being able to get people to trust you. The strong
ability to influence at the senior executive level
Exceptional Account Management to me would
be someone who is an expert in business
acumen, both the customer's business & our
business. Would be superior in financial
modeling, an expert negotiator, & an expert in
executive communications of all types.
6%
4%
28%
40%
22%
THE SUPERIOR
ACCOUNT MANAGER
ARCHETYPE
Exceptional
Business
Acumen
Excellent
Functional /
Technical
Skills
Outstanding
Self
Awareness
Extremely
Change
Agile
Provides
Excellent
Insights,
Influence &
Inclusion
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LEADERSHIP TEAM INTERACTIVE TRAININGREVOLUTIONIZE YOUR BUSINESSBrandywine: The Lessons of George Washington &
The Largest Battle of the American Revolution (A Management Retreat)
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THE BROOKS GROUP HEALTHCARE REFORM PRIMERS
Each of these comprehensive reports enable senior leadership and customer-facing teams
to be knowledgeable and ready to engage in ways that add value to customers.
* Don’t see your hot-button topic listed here?
Let us know and we can create a custom report or primer to bring your team up to speed.
Healthcare Market Trend Overview
Healthcare GlossaryAccountable Care Organizations: Developing an Understanding of ACOs
Bundled Payments: A New Paradigm for Healthcare Providers and Payers
IDNs: Emerging Trends in Integrated Delivery Networks and Hospitals
Health Insurance Marketplaces: An Emerging US Healthcare Channel
Key Factors Influencing Hospital Readmissions
Quality Performance Metrics: Changing the Focus of Healthcare
Large Urology Group Practices (LUGPA)
Medicaid: The Impact of Medicaid Expansion on Regional Market Dynamics
Insights into Long Term Care Medicare Star Ratings
VA: Demystifying Veterans Affairs (VA) and Veterans Health Administration (VHA)
1111Innovate ⎸Implement ⎸ImpactI n n o v a t e ⎸ I m p l e m e n t ⎸ I m p a c t
Peter Haines Manager of Client Media Marketing
267.882.8627
