Charlottetown, PEI - The Queen Elizabeth Hospital (QEH) is a 274-bed acute care facility and is the primary referral hospital in Prince Edward Island.  As part of Phase 1 of the redevelopment project, the new Emergency Department opened this past June.  Steelcase dealer Atlantic Business Interiors (ABI) was awarded this business, almost 100% of which were solutions from Steelcase and Nurture including Sync caregiver stations, a broad array of Nurture and Steelcase seating, Turnstone, and Details products.

Led by ABI Account Executive Stephen McKinnon, Steelcase Workplace Consultant Anthony Goad, and Nurture Area Healthcare Manger Chris Wilson, the team was successful in formulating early a winning strategy and executed that strategy throughout the sales process. Stephen was able to have a first meeting granted, where Chris presented what he refers to as the Nurture Value Proposition, a presentation that highlights Nurture's key differentiators in the marketplace. Chris recalls this initial meeting when "we witnessed the client looking directly at the architect and insist she take out the milled nurse stations and replace them with modular solutions.  Funny thing though, we never really discussed products in any detail." Following this meeting, multiple customer activities occurred.

 

By far the most effective of these customer interactions was the Steelcase jet trip. The team customized the experience based on attendee expectations and did everything possible to exceed those. Stephen explains, "this allowed the QEH team to not only see the product, but to understand the research that goes behind the product. The who, why, where, when, etc. This was the icing on the cake!"  The client added that the trip to the showroom in Grand Rapids "helped us think outside the box".

Of course, Stephen's consultative approach, responsiveness and leadership were also key.  As the client themselves puts it: "We have worked with a lot of people while we were doing this project, but I have to say that Stephen has been one of the best!"

All in all, ABI, Nurture, and Steelcase were able to secure a significant win this year, and position themselves as the preferred incumbents for the upcoming phases of the redevelopment that includes construction of a new Ambulatory Care Clinic and major renovations to the main lobby and Day Surgery / Pre-Surgery Clinic.  

 

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