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It takes patience to work with national accounts. Multiple players are involved in time-consuming decision-making processes, and disseminating contract information to end-users throughout the enterprise can be frustrating. For instance, in the health-care sector, McKinney observed communication between the GPOs and large hospitals is fairly effective, but getting the word out to vast numbers of non-acute care locations—the rapidly growing segment IBSA prefers to target—has been problematic. Unaware a contract even exists, office managers will continue to buy from vendors they’ve dealt with in the past. However, IBSA is implementing a three-month plan to capture more of this business.
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Maggie Dewitt
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