WASHINGTON D.C.
Strategy & Execution
We design smart federal access strategies - and see them through.
Orlando Veterans Affairs Medical Center
Walter Reed National Military Medical Center
Federal Access Realities
What works in Federal doesn't always mirror commercial - traditional IDN access strategies often fall short in the Federal market. The VA and DoD operate under distinct cultural, operational, and trust-based expectations - requiring fluency in decision-making, priorities, and the language that drives trust and action.
Manufacturers often bring commercial-market ambitions into the Federal system without adapting for VA and DoD decision structures, resulting in value propositions that fail to reflect unmet Federal needs, procurement constraints, or trust-based evaluation criteria.
Federal access efforts frequently suffer from misalignment across market access, medical, contracting, and government affairs, leading to strategies that are directionally sound but operationally infeasible within Federal processes - stalling execution and delaying measurable progress.
Organizations underestimate the role of credibility, continuity, and dialogue in Federal decision-making, relying on transactional engagement models that fail to build the trust required for sustained collaboration, long-term access, and system-level adoption.
