BAG · Medicus Healthcare Solutions · BDR → BDE Handoff

Handoff with Intention

Turn what you uncovered into an informed conversation for the BDE.

You did the discovery — now get the assist. Capture the buying influence, situation, mode, what they’re trying to improve, and why now, and the builder writes a clean handoff email that gives the BDE context they can use on the first call.

① Research Assist — do your homework first
What to look for →

Role tells you what they think of the problem. Mode tells you how they feel about it.

Title tells you the Influence:

  • CMO / VP Medical Affairs = Economic Decision Maker
  • Dept Chief / Medical Director / provider = Impact Owner
  • Finance / Procurement / VMS = Guardian
  • In-house recruiter / coordinator = Coach

Signals tell you the Mode:

  • expansion, new service line, hiring = Growth
  • provider just left, open shifts, burnout = Trouble
  • stable, planning ahead, routine = Even Keel

Read the results, then set the dropdowns below yourself.

② Handoff details
③ What you uncovered — read the lead
Situation→Mode→Improvement→Hook

Open each area for the Medicus question bank, then jot what they actually said in the box — those notes flow into the handoff.

Establish context without sounding like discovery.

  • What do you know about Medicus’s…?
  • How are you currently handling physician staffing?
  • What does your recruiting team look like today?
  • Are you handling this internally, through an agency, or both?
  • Has anything changed recently?
  • What specialties are hardest to cover?
  • What are you focused on this quarter?

Where most of us struggle. Instead of asking about facts, ask about experience — these tell you almost everything about their Mode.

  • How’s that been working for you?
  • How do you feel about where things stand today?
  • What’s been the biggest challenge?
  • What’s been the most frustrating part?
  • What’s taking more time than it should?
  • Where do you feel the most pressure?
  • If you could change one thing, what would it be?
Your read:

People don’t buy staffing. They buy improvement.

  • What would success look like?
  • What’s most important to improve?
  • If this went exactly right, what changes?
  • What would make the biggest impact?
  • What’s costing you the most today?
  • What would free your team up?
  • Where do you think the greatest opportunity is?

Timing separates a real opportunity from a someday.

  • Why is this important now?
  • What’s driving the timing?
  • What happens if nothing changes?
  • Is there a deadline you’re working toward?
  • What made this move to the top of your list?

Help the BDR identify who matters before the BDE joins.

  • Besides yourself, who else is involved?
  • Who ultimately decides?
  • Who will use the solution every day?
  • Who else would want to weigh in?
  • What does success look like for them?
🪝 The Hook. Once you’ve heard their Situation, Mode, and Improvement — the hook writes itself. Offer a next step that fits what they just told you, and hand the BDE an informed conversation.
📝 Handoff Summary
✉️ Handoff Email — to the BDE
Copied ✓

BELIEF · ACTION · GRACE
An informed conversation handed to the BDE — with context they can use.