← GHX
GHX role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Software that helps hospitals and suppliers buy, sell and manage medical supplies with less manual work.
Who you'd be calling
Supply chain, materials management and purchasing leaders (VP Supply Chain, Director of Materials Management) at hospitals and health systems.
Your opener
“Hi Sam, this is Alex from GHX. I know I'm catching you cold. We help hospital supply chain teams cut down on manual ordering and invoice work. Is that something your team deals with, or am I off base?”
Problems you solve for them
- Ordering and invoicing for medical supplies is slow and manual
- Hospitals lack clear data on what they buy and spend
- Supply mistakes cost money and can affect patient care
Discovery questions to ask
- How does your team handle purchase orders and invoices with suppliers today?
- How much of that is still manual, like phone, fax or email?
- How easy is it to see what you spend on supplies across the whole system?
Objections they'll throw at you
“I'm busy, I don't have time.”
→ Understood, I'll keep it short. I just want to see if manual supply ordering is a pain point for you. Can we set a quick 15 minutes next week?
“We're not interested.”
→ No problem. Out of curiosity, is supply chain automation already handled, or just not a priority right now?
“We already have a system for that.”
→ Good to hear. Many hospitals have an ERP or purchasing tool. How well does it connect to your suppliers and give you clean data?
“Send me an email.”
→ Sure thing. What's the one supply chain problem you'd most like to fix, so I point you to the right info? Can I follow up next week?
Interview tips for this company
- Learn a few terms: supply chain, purchase order, materials management, GPO, ERP.
- Hospital buyers are busy and cautious, so stay calm, respectful and short.
- Be ready to explain why healthcare interests you and how you'd research hospital contacts.
Written from public information about GHX to help you practice. Ask an insider what their role play looked like; it's the best prep there is.