Approaching C-Suite Decision Makers

Approaching C-Suite Decision Makers

C-Suite Resources’ client is a very successful real estate planning and development firm specializing in healthcare. Their clients are large hospitals and health systems who prefer to work with an experienced developer with the ability to handle all aspects of the development: Planning, design, financing, construction, leasing and management.

Our client wanted assistance in approaching C-suite decision makers (e.g. CEO, CFO and VP of Physician Strategy) within large scale health systems to provide an introduction to their real estate partnership offerings. The Company wanted to refine its already successful value proposition and messaging, given recent changes and trends in the market, including the emergence of accountable care, value-based purchasing, intense physician integration and market consolidation.

C-Suite Resources facilitated a working session with the client to:

  • Create a “door opening” elevator speech that would motivate C-suite executives to meet with them on an introductory basis
  • Build a new message linking the Company’s capabilities and offerings to the strategies and needs of the C-suite
  • Zero in on the key points that need to be communicated for a busy C-suite audience to gain interest and establish a dialogue that could lead to new potential business

After the meeting, the Company and C-Suite Resources collaborated to build a PowerPoint presentation for use with prospective clients.

Within several weeks of completing the presentation and elevator speech, the Company took it to the market and quickly secured several meetings with prominent health system C-suite executives. They conducted meetings that led to proposals for significant new potential business.