Is Your GR Team Is Celebrating Too Early?

Our team passed a first-of-its-kind bill to expand market access. From the GR side, it looked like a huge win—a model for the rest of the country.

But having come from sales, I asked a simple question: How has this changed the market?

That’s when we discovered the gap. The business team knew the law had passed, but they weren’t sure how to pull through the details—much less educate customers on implementation.

Passing the bill was just the first step. GR created the opportunity (push-through), but without a coordinated effort, the market impact would stall. So we partnered with the business on a campaign to ensure compliance and equip customers—so the policy win became a market reality.

After all, the goal is to ensure customers have access to the products and services they need and want, when they need and want them.

Photo credit: Michelle Tresemer via Unsplash