The market for Medical Devices may be growing, but the business environment has changed. Healthcare systems cannot afford rising costs. Reimbursement systems are changing. Definitions of customers and stakeholders are expanding. Profitable innovation may be harder to achieve. And, the industry is more complex and uncertain. Managers in the Medical Device industry face these challenges every day. MCE offers workshops filled with insights, ideas, answers and approaches to help managers implement new strategies and manage the people issues related to change.
Senior & Top Management Level
Integrated Stakeholder Management in the MedTech Industry
Many parties are interested in medical progress and improved patient care. This creates a highly dynamic environment where all stakeholders interact with and influence each other’s decision making process. This workshop explores stakeholder dynamics of medical device companies and offers insights into successful orchestration of networks. Read more
Market Access for Medical Devices
While payers shift attention from “price per device” to “price for therapy” and rental models of payment to control costs, regulators move towards evidence-based medicine and disease management. Changes in purchasing by hospitals and the involvement of medical practitioners in purchasing decisions make the Medtech business a difficult and challenging market. How can you best maneuver YOUR future products through the approval process and ensure that you business strategy incorporates it? Read more
Implementing Your MedTech Sales Strategy Successfully
The MedTech business is a challenging environment. Among other current challenges, one has to: 1) Sell highly technical, innovative products to multiple stakeholders, 2) Combine products with services to better differentiation, 3) Provide customer support on a portfolio that is constantly being upgraded and 4) Balance tender processes with direct traditional sales to smaller organisations.
In such a dynamic marketplace, sales managers are challenged to find the best way to fulfil their primary job responsibilities. But to successfully reach their targets, they really need to fill three different and important roles. They must be leaders of their organization and guide the way to go. They must be managers of their function in making the best use of their sales resources to reach their targets at a profit. And they must develop and coach their people to make the best and most complete use of their potential. Read more
Mid-Career Management Level
Managing Innovation for Medical Devices - Evolution or Revolution?
Significant amounts of money and time are invested in products and technologies which for numerous reasons failed to deliver anticipated results. Some inventions could change medicine and others will not. But how do you know where to draw the line? What impact will your decisions have on your business strategy and market launch? How will customers perceive these new ideas?
Knowing which innovations will meet your customers' needs and become start products is not always straightforward. This fast-moving and intense three-day workshop is a platform for exploring and discussing the factors that contribute to marketable innovations in medical devices.
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Life Cycle Management for Medical Devices
New technologies, materials and computing power have dramatically accelerated new product development. This workshop addresses the issues of short development time span, prolonged adoption rates and long tails of products in the market. Read more
Long-Term Success in Rapidly Evolving Medical Devices and Consumables Markets
Most companies strive to generate most of their revenues with products that are no more than two years old. Speed of market introduction and adoption of new technology are key factors to long-term sales success. How do you embrace rapidly changing market conditions and identify opportunities for long-term sales success in medical devices and consumables? Read more
Mastering Complex Marketing and Sales Challenges in the MedTech Industry
Given the rising pressure on CAPEX spending budgets across the healthcare sector, medical device companies are increasingly moving their product positioning towards customized and solution-based service approaches. The integration of hard- and software with hospital systems and treatment paradigms are becoming a critical success factor for the sale and deployment of medical diagnostic systems. What are the keys to success in this environment? Read more
The 5-Day Mini MBA for the Medical Devices Industry
This workshop prepares the participant to move into more senior positions. It also prepares participants with a scientific background for more commercial functions. During 5 intensive days participants will start to think and act as MedTech Business Managers, with a broad, generalist perspective. The specific areas addressed during this workshop are: Strategy and its execution, Sales and Marketing, Financials, Leading people, Supply chain and Product Development. Read more
Certified Marketing Manager for the Medical Devices Industry - Part I & Part II
The “Certified Marketing Manager” programme provides marketing insight that brings the participants at a similar level as their qualified colleagues. The program also acts as a support for a company or department wishing to become more market-oriented. This industry-specific workshop is designed around the unique nature of the Medical Device Industry. Read more
The Art of Communication for Innovative MedTech Products
This workshop will help MedTech marketers to create marketing communication concepts and integrated campaigns that are tailored to the different stakeholder groups and that are really based on customer value. Read more
Value-Based Selling for Medical Device Companies
This workshop will help experienced sales managers to develop the next level of competency: moving from “Feature-selling” to “Value-Based Selling”. As the MedTech industry becomes more competitive, and there is increasing pressure from various stakeholders (purchasing departments, payers, HTA organisations, etc.), companies need to develop their sales organisation to become fully confident in applying a holistic value-based selling approach. Read more