The big buzz word lately has been "Integrated Project Delivery". That is great for the hospitals. What about us? I want to make this year’s buzz word "Integrated Project Sales".

You automatically get the Integrated Project Delivery when we vendors form teams to provide more complete projects to Healthcare. Today everyone thinks it is smart to make the Designers, Builders and subcontractors part of the team from the beginning of a project. But this doesn't consider whether they have worked together in the past successfully. It also misses the opportunity to add all the other parts that make up a successful project. What if you formed a team of local "Experts" and marketed your team together as a one stop resource to Healthcare? What if you made realtors, bankers, lawyers, furniture suppliers, CPA's, insurance agents, art consultants and others a part of your team? Then you could find out about all the other vendors projects and become involved (when appropriate and invited) before the project gets out on the street and becomes about "best price" instead of "best value". Now what you would have from your team is Integrated Project Sales and the healthcare client would receive the maximum value because you would begin to work together with your teammates more and more often. This would mean that you would begin to find the strong suits of your teammates and their parts of the project that they don't care to do so you can fill the gaps. We as sales persons to the industry want our clients to receive the best value from our projects, but what we really care about is SALES. If we don't make the sale, we don't have a chance to help the client with "best value". By combining the sales leads of a group of 50 vendors who provide different services to Healthcare, and each of us referring the other teammates to each project, we can boost our close rates by 1000% this year. See www.healthcarebusinessreferrals.com for a plug and play system that will easily get this done for your firm. Please post this out to your Face Book and Blogs and let’s start a movement this year to Integrate our Sales! Brad Hollett, LEED AP, BD+C and a Medical Office Expert


Thanks,
Brad Hollett, LEED® AP
President and Medical Office Expert


6903 Atlantic Blvd
Jacksonville, FL 32211
(cell) 904. 910 . 6699
(p.jax) 904. 724. 0007