Delivering Solutions that Address the Unique Needs of Your Clients Will Improve Profitability Demand-side selling requires solutions that meet the client’s needs and establish value differentiation. Offering standard services and traditional programs may be operationally favorable, but it can negatively impact profits. Te portfolio you offer should contain those services that your target client-base need, which you are competent to provide. Customized solutions require offering multiple screening services and managing delivery in a seamless fashion. Fulfillment of these broader needs will increase revenue, profits, and satisfaction levels. Te right product mix can help overcome lower-profit services with those containing higher margins. Distancing
your business from the competition is key to the client’s decision to change, and will help you overcome pricing with value. Tat realized value and formation of partnership will increase your chances of securing the business, upselling services, generating referrals, and creating retention.
Consultation + Partnership + Value Differentiation = Profitability ❚
Joe Plaia is a nationally recognized expert in the field of substance abuse testing, with over 30 years of industry experience with laboratories, diagnostic instruments, on-site testing and readers, data management, TPA’s, occupational health, and collection services. Currently, Mr. Plaia is a management
consultant specializing in business development, sales and marketing, training, market research, and the development of a series of educational and training modules. Joe has his own consulting concern and is working as Director of Sales and Marketing for the Current Consulting Group. He was the Director of Sales for National Accounts for Alere Toxicology, International Sales and Marketing for Varian, Inc., Director of Sales and Marketing for LabCorp's Executive Sales Group, and National Sales Manager for Roche Diagnostics. Joe has been a long-time member and supporter of DATIA and has served on various committees, published articles, presented at workshops, and conducted webinars. He currently serves on SAPAA Board of Directors as President-Elect for 2017–18, and has been involved in many government and industry organizations as a committee participant, as well as a consultant.
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datia focus
spring 2017
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