My week at the SAMA conference in Orlando was one of those experiences that changes how you think. I went expecting the usual sessions and keynotes at the beautiful JW Marriott Grande Lakes. Yet, I left with something more valuable—an entirely new perspective on how expert strategic partnerships are cultivated and sustained.  Courtney Stevenson from

You’ve been there. Sitting across from that procurement manager who just slashed your proposal by 20%. Or facing that supplier who “can’t possibly” meet your timeline. Your heart races a bit. Your palms might even sweat. Because you know what happens in the next few minutes matters. You want the numbers to work. But you

The Challenge: Varying Levels of Negotiation Expertise Across the Sales Team It’s not enough to have a great product in healthcare. Success hinges on connecting, understanding, and finding that sweet spot where everyone wins. MCG had built a talented team of sales executives covering three key areas: payers, providers, and speciality treatment pathways. Yet there

The difference between the competent leader nobody follows and the average thinker everyone listens to isn’t intelligence—it’s persuasion—that elusive quality that transforms your brilliant ideas from solitary thoughts into company-wide initiatives. Persuasion isn’t some fancy concept from your dust-collecting MBA textbooks. It is what separates your carefully crafted proposal from the dozens that die quietly

With global trade tensions rising, businesses must prepare for tariffs and their impacts. While tariffs can significantly affect your bottom line, proper preparation can help minimize disruption and maintain competitiveness. This guide outlines key strategies to assess vulnerabilities, protect your legal and financial positions, and adapt your operations to thrive amidst trade challenges. Step 1:

1. Strategic Scarcity Positioning Instead of directly stating your availability for meetings or deals, frame it through carefully constructed scarcity. Rather than “I’m available next week,” consider “My calendar for Q2 is filling up quickly, but I could prioritize this discussion if we move forward soon.” This creates legitimate urgency without appearing pushy. 2. Value-Based