Healthcare IT Channel Training WorkshopSource: CompTIA
The Healthcare IT Channel Training Workshop is a one-day fast-track course intended to help solution providers identify the tools and knowledge needed to run a successful healthcare IT (HIT) practice. Solution providers leave with an understanding of how their peers overcame barriers and discover how to locate HIT resources, understand new regulations and find new customers.
- The Healthcare IT Landscape
The world of healthcare IT is complex, broad and deep, and rapidly changing. Healthcare is a highly regulated field. The federal government recently made significant changes in the regulatory environment relating to healthcare. Some of the changes have created enormous opportunity for those with IT skills who are also capable of consultative selling and who can become true partners to healthcare professionals as they take the leap into the world of electronic health records. In this first module, solution providers examine the landscape of healthcare right now, as the regulatory changes set the stage for what's to come.
- The Ambulatory Care Workflow
There is one major goal in this module: to allow solution providers to experience firsthand the intricacy of documenting the workflow within a physician practice. To accomplish this, solution providers actually walk through the whole process, from patient intake to results and follow-up. In support of this goal, they'll identify the major technologies (or system "types") within every physician practice and identify who within the healthcare practice uses which technologies.
- Consultative Selling
The goal of this module is to help solution providers prepare for face-to-face encounters with healthcare professionals—to gain HIT consultative selling skills through practice. With grounding in the HIT landscape, a more clear understanding of how the participant's business fits into this arena, and a greater understanding of the ambulatory care practice workflow, solution providers apply this knowledge in practice scenarios. First, solution providers practice overcoming objections and listening actively to identify crucial prospective client needs. In the second half of this module, they use CompTIA's Physician Practice Assessment Tool to work through a case study and craft a sample proposal/quote. The proposal doubles as a beginning template for their real-life clients.
- Go-To-Market Plan
The goal of this module is to formulate an action plan based on what the attendees learned. Attendees use this time to get a jump-start applying their greater knowledge and skill and putting it into action to develop their business. In this module attendees begin crafting their go-to-market strategy and develop an action plan.