Vizient Scales Their Government Healthcare Business with Research Support and Best-Fit Searches

Posted by Deltek on May 25, 2021

healthcare technology experts government business

Vizient is one of the nation's leading health care performance improvement companies. They serve more than half of the health care organizations across the United States, from large integrated delivery networks and academic medical centers to community hospitals, pediatric facilities and non-acute care providers. As a provider-driven organization, they represent scale in data, insights and purchasing power – so when they were looking to scale their own business in government sales, they turned to GovWin IQ to uncover opportunities offered by different agencies in the federal government contracting market.

Over the past few years, Vizient has been standing up more programs to expand their business and their strategic foothold in federal contracting. While growth was important, growing their business the right way was the driving factor in their plans, according to Noura Bashshur, Senior Director of Business Development, Government Contracting for Vizient.

“We need to be profitable in order to be able to continue serving our members, but we are also driven by our mission,” Bashshur said. “For us, it’s, what can we do to help our hospital members perform better and deliver high quality, cost effective care.”

Vizient also wanted to increase the efficiency in the way they identified and vetted new government opportunities that aligned with its expertise and capabilities in operational performance improvement in health care. Bashshur said she felt as if she was “shooting in the dark” by relying on web searches to uncover the federal government market information.

Finding a Supportive Team in the Federal Government Market

After the Vizient team reviewed and compared several different options, they selected GovWin IQ as their provider of federal government intelligence. Bashshur said she appreciated the consultative selling style as the internal team was evaluating the GovWin solution, and the smooth onboarding process that allowed her to get up and running quickly. The onboarding team helped her identify search terms using GovWin IQ’s intuitive search platform to surface relevant healthcare government contracting opportunities.

Every GovWin IQ customer is assigned a dedicated customer success manager who becomes a virtual member of the customer’s business development (BD) and capture team to help with onboarding and training as well as research support. The comprehensive research support was a major factor for Vizient. GovWin’s research team is able to “act as a virtual staff” and help pull data to give Vizient a better perspective on opportunities being published in their target markets.

Best-Fit Searches Help Uncover More Sales Opportunities

The support GovWin’s solution offered was able to pave the way for Vizient to identify where the federal government was spending money on relevant healthcare services and uncover new opportunities in their target areas. Vizient gained access to actionable insights that fed directly into their go-to-market strategy for this business sector.


 

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For example, Bashshur was looking for specific search terms to signal new opportunities in healthcare performance improvement. She noticed some of those terms were beginning to appear in searches for different agencies like the Defense Health Agency (DHA) and was able to use GovWin IQ to dig deeper into some of those agencies. “The Agency Planner offers specific information about what the agencies are and what they’ve funded. Those have been really helpful as we identify and evaluate opportunities,” she said.

For example, the DHA was funding a large support services opportunity – one that fit well with Vizient’s core competencies. That opportunity was an IDIQ valued at nearly $57B in total. Bashshur said she wouldn’t have known who the prime contractors on that opportunity were, but the comprehensive intelligence provided within the GovWin IQ product helped her drill down and uncover past purchasing information on those competitors. “GovWin IQ pushes all the information into one spot so I’m not hunting it down,” she said. “When things are pushed to you, you can be more organized and on top of things and not worried you’re missing something.”

Other features that have been helpful to Vizient as they continue to scale include access to labor rates in their target markets and information about government spending related to the COVID-19 pandemic. And having all that intelligence in one, easily accessible place has been a boon as they work to expand their business and strategic foothold in the federal contracting space.

About Vizient

Vizient, Inc. provides solutions and services that improve the delivery of high-value care by aligning cost, quality and market performance for more than 50% of the nation’s acute care providers, which includes 95% of the nation’s academic medical centers, and more than 20% of ambulatory care providers. Headquartered in Irving, Texas, Vizient has offices throughout the United States.

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