"If healthcare reform makes it, U.S.

hospitals are preparing to cut out

20% of their expenses...what is your

firm doing to follow this lead?"

Available Publications

Alison Cherney is a regular contributor to industry publications. Copies of articles are available for download. To request an article, please fill out the following form and check off the articles you are interested in downloading and you will be emailed with download instructions when they are ready.

5 Infusion Therapy Marketing Strategies	Making the Transition from Scrubs to Suits
6 Tips to Help You Negotiate Plan Contracts More Effectively	Manage Data and Motivate Your Sales Team
The Acquisition Game	Managed Care Market Assessments
Aligning With The Right Network Partners In Your Marketplace	MCOs and Their Effects on the Physician Practice
AICs - Should You or Shouldn't’t You?	Managed Care’s Impact = Sales Rep’s Opportunity
Balancing Risk: The Basics of Structuring Profitable Agreements	Market Assessment : How This Vital Tool Can Grow Your Business
Basic Boot Camp and Beyond	Market Intelligence: Assessing Your Market
Bigger is Better: Grow Your Business	Marketing strategies for consolidating markets
Building Managed Care Business: Marketing strategies for HMOs and PPOs	Myths and Realities of Improving Sales Team Performance
Business Planning: The Outcome of the Strategic Planning Process	Networking for Independents
Buying and Selling Strategies: Mergers and Acquisitions	Numerous Strategies Available for Sales Restructuring
Capitation and Risk Sharing Contracting Guidelines	Partner or Competitor?
Charting Your Future: Creating and Following a Simple Strategic Plan	The Proper Incentive
Choosing Advantageous Risk-Sharing Arrangement	Restructuring Sales Teams: Focusing on the Sale at Hand
Competitive Marketing Can Be Your Advantage	RFI Tips
Consider Ambulatory Centers Before Your Competition Does	Sales Forecasting
Create a Competitive Advantage with Capitation, Risk-Sharing	Selling Tips For Pediatric Products
Defining Strategic: Key Events of a Strategic Alliance	Selling Your Services to MCOs
Designing Compensation Programs for Later- Stage Managed Care Markets	Strategic Planning and its Role In Creating Organizational Vision
Diagnosing the Success or Failure of Comprehensive Marketing Programs	Taking a Risk: Risk-Sharing Is In Your Future
E-commerce marketing strategies	Targeting Managed Care
Evaluating the Pros and Cons of Networks	Targeting Managed Care Decision-Makers
Financial Selling	Testing the Waters: Managed Care Market Assessments
Getting the Contract: Tips for RFIs and RFPs	The Language of Managed Care
Global Distribution Issues and Strategic Options	The New Sales Rep
Group Dynamics: Medical Groups Present a Growing Opportunity	The Organizational Assessment: Evaluating Strengths & Weaknesses
High Performance: Using Incentives	The State of the Infusion Market
Home Care Networks: A Strategy For Competing	The Strategic Planning Session
How AICs Boost Your Bottom Line	The Top 10 Problems With Managed-Care Marketing Strategies
How Changes in the Managed Care Market Affect the Product Sector	Trend Knowledge Crucial to Effective IDN Sales
How Managed Care Pricing Structures Affect Suppliers	Value Judgments: Value-Added Services
How to Stand Out in the HME Crowd	When Money Walks
It’s Time to Give Trial Programs a Try	Where Do We Go From Here?: A Primer on HME Marketing Growth
Joint Rewards: How to Develop Successful Joint Ventures	Winning Negotiation Strategies
Lessons on Integrating Sales Teams
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