Incentive Compensation Management for Health Payers

For many of the nation’s health payers, optimizing sales performance is easier said than done. With both internal sales forces and external distribution channels playing key roles in the sales cycle, payers struggle to position incentive management as a catalyst for driving business strategy and top-line growth.

Responding to market and sales force demands can mean constant—and often compounding—challenges for health payers. Internal factors further complicate the picture. Many payers are limited by ineffective and aging technology solutions and cumbersome business processes that are ineffective in today’s compensation environment.

Incentive management capabilities that eliminate these challenges and drive high performance are essential for success. Accenture research and extensive client experience reveal the importance of taking a comprehensive approach. This means a solution that goes beyond a technology upgrade and transforms incentive compensation into a strategic business tool.

Accenture’s incentive management compensation services can help health payers smartly respond to market conditions and achieve significant business value. Our approach is unique because we tailor innovative incentive management business and technology solutions to your specific needs.

Our business process-led solutions address all aspects of the incentive management life cycle, including strategy and plan design, implementation, administration, processing, reporting and analysis. We bring a comprehensive methodology to expedite your implementation efforts, reduce overall project risks and enhance business performance. We also bring the advantages of:

• Proven delivery experience: Accenture has successfully delivered more than 70 incentive compensation solutions across multiple industries. Working in large and complex environments, our innovative solutions serve more than a million sales participants receiving billions of dollars annually.
  
  
• Health care industry knowledge: We understand the broader health care environment. Accenture has worked with more than 90 percent of health care and pharmaceutical companies in the Fortune® Global 500.
  
  
• Proven accelerators: With experience comes proven tools, broad knowledge, leading practices and an inventory of leading-practice requirements and benchmarks that can speed implementation, reduce costs and mitigate risks.
  
  
• Technology alliances: Our relationships with leading technology providers mean an objective approach to recommending the right software for your business.
  
  
• Global delivery network: The Accenture Health Care Payer Center of Excellence is a unique resource providing broad know-how dedicated exclusively to our health payer clients.

Whatever your incentive compensation management needs may be, Accenture works as you need us to, helping meet both your immediate and long-term goals. We develop a solid understanding of your business, collaborate with you throughout the process and continually connect our approach with broader sales, operational and corporate goals, never losing sight of the big picture. Our comprehensive yet flexible services include:

• Assessment and Benchmarking: Our complete analysis provides detailed technical, organizational and business process views of the current state along with a benchmark of your company’s capabilities against leading practices in incentive compensation.
  
  
• Incentive Compensation Road Map and Software Evaluation and Selection: We work with you to create an incentive compensation vision and business case. Defining high-level business and technical requirements and a business architecture, we evaluate and assist in selecting the right technology solutions and software to realize your business strategy.
  
  
• Implementation: We can bring a proven approach so you get lower cost results rapidly. Our teams bring technical and business process excellence along with leadership development, program management, training and communications know-how for a complete approach.
  
  
• Incentive Compensation Management Outsourcing Solutions: Our teams deliver solutions in outsourced or co-sourced arrangements including systems integration, application maintenance, IT infrastructure maintenance and business process operations.

Our commitment is to help you develop a holistic approach that integrates compensation strategies, people, processes and technology to reward the behaviors that drive high performance. With this holistic approach to address sales incentive compensation management, you can maximize the impact of sales incentive dollars and realize and sustain high performance across your business.

Contact us to learn more about achieving high performance with incentive compensation management.