Skip to content
Strategic Account Management Association

Strategic Account Management Association

Dedicated to helping strategic account managers and key account managers manage improve relationships with their most important customers

  • HOME
  • MEMBERSHIP
  • EVENTS
  • CERTIFICATION + TRAINING
  • TOOLS
  • RESOURCE LIBRARY
  • ABOUT
  • CONTACT

Tag: Results

Account-based marketing, Case study, Healthcare

How Royal Became a Trusted Advisor and Streamlined Solutions Saving $300,000 Per Patient

By Roshni Patel, Customer Success Manager, Royal Ambulance

Royal Ambulance is a California-based transportation company committed to connecting patients and providers in the healthcare continuum through transportation, technology and seamless experiences. We partnered with a medical insurance network in the San Francisco Bay Area focused on providing easier access to high-quality care with cost transparency. Roshni Patel and Royal Ambulance won the 2021 SAMA Excellence Awards in the category for “SAM as the Leader.”

Identifying Customer Roadblocks

When we first established our partnership with the insurance network, Royal was just one company among many servicing the network’s network of hospitals and doctors. Our customer sought a trusted transportation provider who could help them keep patients within their provider network, ensuring quality patient care at a lower cost to the health plan. Each hour a patient spends in a non-network hospital increases the cost to the insurance network significantly.

During the initial discovery phase with the customer, our team at Royal established a regular meeting cadence with the insurance network’s director of transitional care programs, with the goals of determining current barriers to keeping patients in-network and identifying and addressing inefficiencies in transportation ordering workflow.

Defining Objectives

Specifically, we collaborated with the insurance network to develop the following list of prioritized objectives:

  • Leverage transportation to ensure patients receive care within the provider network.
  • Reduce the overall financial costs to the health plan when a patient obtains care out-of-network.
  • Decrease the time case managers spend on scheduling patient transport.
  • Create a single transportation hub for medical and non-medical transportation needs to streamline and simplify transportation requests and provide the appropriate levels of transportation for patients’ needs.
  • Educate case managers on how to triage appropriately for level of transportation based on a patient’s medical condition, reducing costs to the health plan or to patients who may be responsible for paying directly for transportation services.
Continue reading “How Royal Became a Trusted Advisor and Streamlined Solutions Saving $300,000 Per Patient” →
June 22, 2021June 22, 2021business opportunities, customer service, objectives, process management, ResultsLeave a comment
Strategic account manager skills and competencies, Uncategorized

Character Matters: Learn How to Become a Better SAM

By Rowena Abrahams, Contributing Editor, SAMA

“Who you are matters as much as what you do.”

Dr. Fred Kiel, co-founder of KRW International, a global leadership consulting firm and Kelly Garramone, CEO of KRW and Executive Director of the KRW Research Institute, prove that character “isn’t kumbaya.” Kiel is often referred to as a sage in the field of character science. He and his team have a large practice working with C-suite leaders across the nation. In 1993, Fortune magazine did a feature story on Kiel using for the first time the “coach” metaphor that is frequently used in business literature today.

Character may sound like a soft topic but Kiel and Garramone’s research shows that character is a critical component of leadership that delivers bottom line results. We can also argue that character is essential for SAMs whose reputations define their brand and whose brands determine their career.

Tough Leadership ≠ Good Leadership

The dominant view held through the 20th century was that tough leadership generates results. Leaders believed that the “soft stuff” was nice but unimportant as it does not bring value to the bottom line. Only the hard driving person who tells the truth and is brutal delivers results.

This same belief rang true in the world of sales training. In the past, sales has done a disservice by being in the business of creating human doings not human beings. The philosophy existed that if you “do this and do that” you will create results.

Today, we see that who you are matters as much or more than what you do. We have seen too many examples of Harvard MBAs who are sitting in jail because of their misbehavior.

Continue reading “Character Matters: Learn How to Become a Better SAM” →
June 1, 2021June 24, 2021Character, Leadership, Leadership Habits, Research, Results, SAM, sam competenciesLeave a comment

Recent Posts

  • How To Build A Resilient Sales Identity

    February 14, 2023
  • Strategic Account Manager Training: Begin with the End in Mind and Ask the Right Questions

    February 3, 2023
  • Understanding the Hidden Needs of Key Accounts for Sustained Growth

    January 3, 2023
  • Understanding What Your Customer Needs to Solve

    December 12, 2022
  • The Essential Seven Factors for Unlocking Strategic Account Growth

    November 11, 2022

Social

  • View SAMAtweet’s profile on Twitter
  • LinkedIn

Subscribe to Blog via Email

Enter your email address to subscribe to this blog and receive notifications of new posts by email.

Powered by WordPress.com.
 

Loading Comments...