4 Steps for a Successful Vendor Kickoff

You’ve gone through an extensive search and vetting process to bring on a new vendor partner, and you’re finally getting to the good part: the kickoff. Kickoffs are an exciting time in any new partnership, but they can also be overwhelming. You need to build new relationships, introduce your organization, explain your goals, and find synergy within the partnership. Some partnerships require an up-front lift to ensure that the year starts on the right foot. Often, the folks involved in the search and sales process aren’t the same people you’ll work with daily, which means reintroducing your organization and goals. There’s a lot to keep track of. 

The Doximity client success team has successfully partnered with over 200 hospitals, health systems, and healthcare organizations. We asked the team: what are the keys to a successful kickoff? Here are their top tips:

1. Make sure your partner knows who you are.
   There’s nothing more frustrating than working with a partner who, after six months, reveals that they don’t understand what your brand or organization does. While they’ll never say it outright, it becomes obvious with the questions they ask and the products they think would be helpful. That’s why it’s essential to start by explaining your mission, your brand, and your value proposition. Don’t be afraid to dig into the details, including your competitive and geographic market. The more information you share about who you are and what you do, the more accurate your new partner can be in recommending solutions, strategies, and programs that will work for you.
   
   Pro tip: While sharing information verbally is easy, providing materials in writing is a best practice. Not only can both teams reference the shared materials, but if there is ever turnover on the partner’s team, new team members will be able to onboard quickly and seamlessly.
   
   
2. Align on your goals, priorities, and expectations.
   We know kickoffs are exciting. There are so many opportunities and potential projects on the horizon. It’s essential to focus your efforts at the beginning so you don’t spread yourself too thin. By aligning on priorities, especially your long-term and organization-wide priorities, you allow your partner to help complement and uplift your efforts. And, it’s helpful for both sides to have clear expectations about defining and reporting on success.
   
   
3. Brag about your strengths.
   Once you’re sure your new partner has a clear idea of who you are, it’s time to highlight what truly sets you apart from the competition. What are your areas of expertise, and who are your renowned thought leaders? Why would a patient, provider, or customer choose you over a competitor? This information is always helpful in planning and creating effective messaging.
   
   
4. Share your past experience.
   Have you worked with a vendor in the past that you absolutely loved? Or, one that you hated? Share what worked (or didn’t work) with your new client success team,  so you can start with tried-and-true workflows, communication styles, and cadences that work for you.

While there is upfront work to get a new vendor up to speed on your business, this investment serves a real purpose, with meaningful results. This checklist can be valuable for existing vendors, too. It’s never too late to check in and make sure you’re on the same page. After all, once you’ve shared these key details, you can trust that your vendor understands your business, your goals, and your preferences. They can start to provide valuable, specific recommendations and actionable next steps. They can truly become your partner in helping you achieve your goals. 

For more tips from our world-class client success team, explore 4 Tips for Success as a First Year Partner.