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One Step Beyond! Exceeding the Expectation, Realizing Your Reputation

One Step Beyond! Exceeding the Expectation, Realizing Your Reputation. Philips Healthcare Caroline DeStefano Sandra Foreman Holly Hochstadt John Reilly Bryon Rivers. Thursday May 26 th 2016. Agenda. Our Brand

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One Step Beyond! Exceeding the Expectation, Realizing Your Reputation

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  1. One Step Beyond! Exceeding the Expectation, Realizing Your Reputation Philips Healthcare Caroline DeStefano Sandra Foreman Holly Hochstadt John Reilly Bryon Rivers Thursday May 26th 2016

  2. Agenda • Our Brand • Overcoming Specific Challenges: - Sparking Interest - Finding a Simple Way to Illustrate Our Solutions - New Ideas for Reducing the Budget - Overcoming Rejection • Recap & Key Takeaways • Questions

  3. We are Sherpas!

  4. Sparking Interest The Challenge

  5. The Solution:Research! Interviews! More Research!!

  6. The Result: The reader sat up and was engaged On October 29, 2012, "Good Health Medical Center's (GHMC) main campus received the full impact of Superstorm Sandy…causing unprecedented damage to GHMC’s patient care, research, and education facilities”…forcing the medical center to shut down. Philips immediately took action and reached out to GHMC with the necessary resources to help get the medical center back up and running as quickly as possible. Philips worked side-by-side with GHMC, having daily calls and even working through holidays, to replace all the Philips network equipment that was located in the basement. Thanks to this united effort, we are proud to say the Good Health Medical Center was up and taking patients within six weeks - re-opening your doors on December 15, 2012.

  7. The Result: Credibility was quickly established with decision-makers

  8. Finding a Simple Way to Illustrate Our Solutions The Challenge

  9. The Solution: Customized One-Sheet Leave-Behinds

  10. The Result: Real-World Problem-Solving

  11. New Ideas for Reducing the Budget The Challenge

  12. The Solution:Custom Value Proposition

  13. The Solution:Custom Value Proposition

  14. The Result: Partnership and Profit

  15. Overcoming Rejection The Challenge

  16. The Solution:Being the expert, embracing relationships, and bringing together the right resources

  17. Purchase Justification Form

  18. The Immediate Result:Philips was finally able to penetrate the account

  19. The Long-Term Result:We re-branded ourselves as a proposal group

  20. Recap & Key Takeaways

  21. Thank you! Any questions or comments? For more information, please contact Holly Hochstadt at holly.hochstadt@philips.com

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