Internal Selling: Building Trust in Healthcare Compliance

Sales & Marketing Playbook: Unleashed

Send us a text

What happens when compliance isn't a jail sentence but a collaborative approach to protecting your organization? Today's conversation with Raul, VP and Chief Compliance Officer for Jackson Health System, reveals the unexpected parallels between effective compliance work and successful sales and marketing strategies.
With oversight of healthcare compliance for 15,000 employees across multiple hospitals and healthcare centers, Raul shares how his team has transformed potential fear and reluctance into trust and partnership. The secret? Embedding compliance officers directly within administrative teams, where they become trusted advisors rather than feared enforcers. "The approach has to be 'I'm a member of your team,'" Raul explains. "I may sit in this corporate office, but every day I'm here with you guys and I'm the one that's here to help you stay out of trouble."
This relationship-building approach pays dividends when issues arise. By participating in activities beyond compliance functions and demonstrating a solutions-oriented mindset, compliance officers earn the credibility needed when difficult situations emerge. As Raul notes, "If they bring you issues and you make a mountain out of a molehill, that causes you to lose credibility." The key is positioning yourself on the same side of the table, working together to address challenges before they escalate.
Like any strategic function, compliance must demonstrate its value through data. Raul's team conducts surveys, tracks reporting metrics, and monitors training effectiveness to quantify their impact. His three key takeaways? Don't be the police, recognize that sales and marketing principles apply to compliance work, and build awareness throughout your organization. Whether you're in healthcare compliance or any leadership role requiring internal buy-in, these insights will help you transform rule enforcement into collaborative problem-solving.
Subscribe to the Sales and Marketing Playbook Unleashed wherever you get your podcasts, and follow us on social media for more strategies to transform your business approach.

Chapters

1. Internal Selling: Building Trust in Healthcare Compliance (00:00:00)

2. Meet Evan and Craig (00:00:19)

3. Introducing Raul, Chief Compliance Officer (00:03:05)

4. The Purpose of Compliance Programs (00:05:47)

5. Building Trust Within Organizations (00:09:18)

6. Measuring Compliance Effectiveness (00:15:45)

7. Key Takeaways and Conclusion (00:19:57)