The healthcare industry is grappling with the Health Insurance Portability and Accountability Act (HIPAA). The Gramm-Leach-Bliley Act (GLBA) is impacting financial institutions and their partners. Sarbanes-Oxley (SOX) is tightening reporting and controls requirements for public companies. And, those are just a few examples of the regulations your clients and prospects are currently facing.

Are you taking full advantage of the solutions marketing possibilities that surround emerging government regulations? If not, how can you maximize the opportunities inherent in these and other mandates?

Launch International has helped a variety of clients "solutionize" around regulatory requirements. If you’d like to take advantage of these opportunities, you must first determine the regulations that your capabilities address. Gain an in-depth understanding of the actual requirements, then map your capabilities to the needs of affected parties and create solutions around them.

If you sell accounting software, you may be able to help companies comply with Sarbanes-Oxley. If you have an online training solution, you could help affected entities with HIPAA. And if you have information security services and/or products, you may be able to develop offerings for multiple regs.

To launch your solutions, develop tools to educate your sales channel. Make sure your sales force can truly "talk the talk" and "walk the walk." To generate interest among your clients and prospects, create demand generation pieces and brochures about your solutions. Launch has helped clients create value-added pieces to educate customers and prospects about numerous regulations. These pieces help build credibility, positioning organizations as true thought leaders.

An important caveat: People who deal with regulatory challenges take them seriously. Do your homework so that you can craft worthwhile solutions and develop worthwhile sales materials. Clients and prospects will quickly see through superficial, opportunistic "solutions."

If you believe you could be doing regulatory solutions marketing more effectively, contact us at info@launchintl.com. We can work with you to strategize and execute an effective plan.