finding your unique selling point

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1、4FindingYourUniqueSellingPointStep3:DetailedRFPAnalysisandYourUSPThreePurposesoftheAnalysisRFPAnalysisChecklistQuickEvaluationDetailedAnalysis:KeyQuestionsAskingtheClientforInformationCustomizedServiceandValueClient’sNeedsandWantsValue-AddedElementsStep4:PreparationScheduleStep5:AssignmentofTas

2、ksAfterthebiddecisionhadbeenmade,JamesMullenandLauraChiangmetwithMs.HerrasandtherestoftheIntegratedMedicalSystemsproposalteam,whichincludedstafffrommarketing,IT,andsoftwaredepartments.Ms.Herrasalsohadopenedthemeetingtoanyoneinthecompanywhowantedtositinonthediscussion.Tostartoff,sheaskedJamesand

3、Lauratosharetheresultsoftheirresearch.JamesexplainedthebackgroundofEverett’sRFP.“EverettHospitalisthemajorhealth-carefacilityinitsarea,servingaruralcommunity,severalsmalltowns,andtwolargercities.Overthepastcoupleofyears,thisareahasexperiencedabiginfluxofrefugeesandimmigrantsfromseveralMiddleEast

4、ern,African,andAsiancountries.Infact,theydealwithadiverse54HandbookforWritingProposalspatientpopulationthatspeaksover60differentlanguagesanddialects.”SyWarnerfromthecompany’sITdepartmentinterrupted.“Soundsliketheyneedanefficientwaytointerfacewithoutsideinterpreters.”LauraChiangnodded.“Whenwewent

5、throughtheRFP,wefoundtheterms“patient-cliniciancommunication”and“betterpatientoutcomes”about25times,sothesearereallyhighprioritiesforEverett.Andtheydon’tneedinterpretersjusttogivebettercaretotheirpatients.Majorcarefacilitiesaremandatedbyfederalregu-lationstoprovidepatientswithtranslatorsinorder

6、toreceivepay-mentforfederallyfundedprograms.Everettalreadyhasvoiceandvideohookupstoconsultwithphysiciansaroundtheworld.Whattheyneedisaninteractivevoice/videonetworkthatgivesthemrapidaccesstooutsideinterpreters.”Jamesadded,“Ithastobevoice/video,becausehearing-impairedpatientsneedsignlanguageinte

7、rpreters.”AmiSarirafrommarketingchimedin.“Whataboutlinkstodiagnosticandlabdata—shouldthatbepartofthesystem?Andwhataboutsecurity?I’msuretheydon’twantanyoftheirpatientinterviewstoshowuponYouTube.”Jamespointedtohislaptop.“That’sallpa