Brooks Blog

Managed Care Training Seminar: Managed Care 101

Evolving reimbursement models coupled with dynamic changes in the U.S. healthcare marketplace demand innovative approaches from organizations to be recognized as experts in their space. Account Managers, Specialty or Field Sales personnel must be able to access Key Decision Makers, understand their critical business issues and using these insights, build and position a unique value proposition that delivers mutual value. The managed care training seminar by The Brooks Group helps these personnel in developing these much-needed skills.

The Managed Care 101 training program is ideal for aspiring account managers, specialty or field sales representatives and senior level sales professionals looking to continue their personal development. The program preps candidates for successful careers in this role and enhances skills of current account managers.

This workshop will introduce and simplify the complex U.S. healthcare market. With 18% of our GDP ($3 trillion) being spent on healthcare in the U.S., which is the most in the world, the U.S. still ranks #33 in the world in outcomes according to the WHO. Healthcare reform and managed care continue to be a driving force. This workshop will step through the various strategies & techniques payers use to managed medical and pharmacy spend.


The comprehensive curriculum includes classroom lectures, interactive activities and simulations, and assignments to be completed back in the field. Skill development coursework includes:

  • Case studies and scored simulations
  • Strategic account planning
  • Executive Level Presence
  • Customer relationship management

Hiring managers can be confident that account manager candidates who have completed this program are able to craft and position a superior value proposition that resonates with key decision makers, and provide world-class account management aligned to the priorities of customers in key accounts.


  • Provide an Overview of the U.S. Healthcare Market
  • Define Managed Care
  • Identify the “Payers”: Government, Employers & Intermediaries
  • Differentiate Medicare A, B, C & D
  • Discuss Utilization Management & Formulary Coverage
  • Understand the flow of the healthcare dollar
  • Describe the Various Quality Metrics
  • Provide Sources for Managed Care Information


Participants can take the Managed Care 101 program by either registering for one of the open-enrollment sessions at The Brooks Group (see schedule here) or by a custom course with your team/organization. Please contact us below for more information on this workshop and options for your organization.

Have questions or want to learn more about our managed care training seminars? Request more information on the Managed Care 101 program below.

Request More Information    View Calendar to Reserve a Class