What are effective ways to follow up with a hospital value analysis committee?

1 Understand their needs

The first step to follow up with the VAC is to understand their needs, goals, and challenges. Each VAC may have different criteria, processes, and timelines for reviewing and approving products. You need to do your homework and find out what they are looking for, what their pain points are, and what their priorities are. This will help you tailor your follow-up messages and materials to address their specific concerns and interests. You can also use this information to anticipate and overcome potential objections and barriers.

2 Provide value

The second step to follow up with the VAC is to provide value. This means that you don't just send generic emails or phone calls that repeat the same information or ask for updates. You need to offer something useful, relevant, and compelling that will help the VAC members make their decision. This could be a case study, a testimonial, a clinical trial, a cost-benefit analysis, a demo, a sample, a peer review, or a comparison with a competitor. Whatever you provide, make sure it is concise, clear, and credible. You want to show the VAC members that you are a trusted partner who can help them improve patient outcomes, operational efficiency, and financial performance.

3 Be respectful

The third step to follow up with the VAC is to be respectful. This means that you respect their time, their authority, and their feedback. You don't want to be too pushy, too aggressive, or too demanding. You want to be polite, professional, and courteous. You don't want to spam them with too many messages or calls, or interrupt their busy schedules. You want to schedule your follow-ups at convenient times, confirm your appointments, and thank them for their attention. You don't want to argue with them, ignore them, or dismiss them. You want to listen to them, acknowledge them, and address them.

4 Be persistent

The fourth step to follow up with the VAC is to be persistent. This means that you don't give up, lose hope, or get discouraged. You know that the VAC process can take time, involve multiple stakeholders, and face many hurdles. You need to be patient, proactive, and positive. You need to follow up regularly, but not too frequently. You need to follow up with different methods, but not too many. You need to follow up with different people, but not too many. You need to follow up until you get a clear answer, but not too long. You need to balance your persistence with your respect, and your value with your understanding.

5 Be flexible

The fifth step to follow up with the VAC is to be flexible. This means that you are ready to adapt, adjust, and accommodate. You know that the VAC process can change, evolve, and surprise. You need to be prepared, responsive, and creative. You need to be able to handle new requests, new questions, and new feedback. You need to be able to modify your product, your proposal, or your presentation. You need to be able to negotiate, compromise, or collaborate. You need to be flexible enough to meet the VAC's needs, but not too flexible to compromise your own.

6 Be confident

The sixth and final step to follow up with the VAC is to be confident. This means that you believe in yourself, your product, and your value proposition. You know that you have done your research, provided your evidence, and made your case. You know that you have followed up with the VAC in the most effective ways possible. You know that you have the skills, the knowledge, and the experience to close the deal. You need to be confident enough to show the VAC that you are the best solution for their problem, but not too confident to appear arrogant, cocky, or presumptuous.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?