The Right Prescription
PM: Is there any extra advice you wanted to put into the lecture that you didn’t get a chance to?
DL: I probably would have done a bit more general training for 2009. I think we hit all the high points for the health-care industry, but my main focus, with our 600-plus salespeople is, in 2009, what’s going to make it different, what do you need to do to survive in these tougher economic times? Niche marketing is a big part of it, but I think in the last 10 minutes I went more into, “Here is what you need to do in 2009.” Things like, if you haven’t been goal-oriented before, you sure better be come the end of this year. You have to plan and focus, take think time in your office to really plan out your strategies each week, and build a sound business plan for 2009, even if it’s something you haven’t done before.