I’m often asked how to use a competitive provider network advantage to win more business. As I talk to NetMinder users, one of the best and easiest ways I hear is to leverage your network advantage to negotiate for better rates for prospects in your sales pipeline. Try these three steps:
- For key prospects, assess your network compared to competitors. Do you have more providers in areas with significant concentrations of your prospects’ employees? Are you the market leader?
- Provide this data to your underwriting team. Stress the expected higher in-network utilization and lower claim costs that will result.
- Demonstrate to your prospect how your network advantage will save them money.
As I wrote in Chapter 7 of Dental Benefits: A Guide to Managed Plans, the network is the product. A competitive provider network strengthens your sales pitch! Try this approach and let me know if you see results.