How can you use data and analytics to make a compelling case to value analysis committees?

1 Understand your audience

Before you present your data and analytics to VACs, you need to understand who they are, what they care about, and how they make decisions. VACs can vary in size, composition, and structure depending on the organization, specialty, and level of care. They may include physicians, nurses, pharmacists, administrators, finance managers, quality managers, and others. Each member may have different perspectives, priorities, and pain points. To tailor your data and analytics to your audience, you need to research their roles, goals, challenges, and preferences. You can use sources such as websites, publications, surveys, interviews, and referrals to gather information and insights.

2 Choose relevant data and analytics

Once you know your audience, you need to choose the data and analytics that are most relevant and persuasive for them. You should focus on the data and analytics that address their specific needs, questions, and objections. For example, if they are concerned about clinical outcomes, you should provide data and analytics that show how your product improves patient safety, quality of life, or satisfaction. If they are concerned about cost-effectiveness, you should provide data and analytics that show how your product reduces expenses, waste, or readmissions. You should also select the data and analytics that are credible, reliable, and up-to-date. You should use sources such as peer-reviewed studies, industry reports, case studies, testimonials, or benchmarks to validate your data and analytics.

3 Present your data and analytics clearly

After you choose your data and analytics, you need to present them clearly and convincingly to VACs. You should use visual aids, such as charts, graphs, tables, or infographics, to display your data and analytics in an easy-to-understand and appealing way. You should also use storytelling techniques, such as narratives, scenarios, or analogies, to connect your data and analytics to real-life situations and emotions. You should highlight the key points, benefits, and differentiators of your data and analytics, and avoid overwhelming or confusing your audience with too much or too complex information. You should also anticipate and address potential questions, concerns, or objections that your data and analytics may raise, and provide evidence or examples to support your answers.

4 Engage your audience

Finally, you need to engage your audience and elicit their feedback and buy-in. You should use interactive methods, such as questions, polls, quizzes, or demonstrations, to involve your audience and test their understanding and interest in your data and analytics. You should also use rapport-building techniques, such as empathy, humor, or compliments, to establish trust and likability with your audience. You should also follow up with your audience after your presentation, and provide them with additional data and analytics, resources, or references that they may request or need. You should also monitor and measure the impact of your data and analytics on their decision-making process, and adjust your strategy accordingly.

5 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?