Hospital Business Acumen: 16 Procurement Terms to Know

Is Strategic Procurement, Strategic Sourcing, Materials Management or Purchasing a call point for you? If it is, how well do you know their business language? Being able to communicate effectively with buyers using their vernacular is paramount to establishing credibility, having meaningful conversations and creating a win-win relationship. Here are some definitions and explanations that […]

Hospital Business Acumen- “FIVE MORE” Healthcare Terms You Should Know!

This blog is a follow-up to one we published several weeks ago in which we posed the question “Are you becoming lost in the vast array of new healthcare terms, acronyms and abbreviations that have been introduced and bantered around”?  if yes, don’t be alarmed! This is one of the challenges that sales professionals face […]

Healthcare Business Acumen- Five Healthcare Terms You Should Know!

Are you becoming lost in the vast array of new healthcare terms, acronyms and abbreviations that have been introduced and bantered around?  Don’t be alarmed! This is one of the challenges that sales professionals face in today’s market. For specialty sales representatives many of these new terms, and acronyms relate to the specific product or […]

Why Most MedTech ROI Tools Don’t Work!

In the consulting portion of our business we are often shown an exciting new ROI model that has been developed by a medical equipment manufacturer to enhance their ability to close more deals. Its purpose is to show C-Suite level executives why they should purchase their product by quantifying the financial benefits. Each ROI model […]

HCAHPS: What MedTech Sales Reps Should Know!

What is HCAHPS? The HCAHPS (Hospital Consumer Assessment of Healthcare Providers and Systems) is a standardized and national survey that measures the patient’s perception of quality care provided while a patient is in an acute-care hospital. While it is pronounced “H-caps” it is also known as the CAHPS© (Consumer Assessment of Healthcare Providers and Systems) […]

30 Words or Phrases That Resonate With Hospital Buyers!

Newsflash! Hospitals don’t simply buy products and services; they seek out quality solutions to solve problems. Healthcare professionals are looking for partners that can help them to fix gaps in service delivery and help them to avoid complacency in order to achieve exceptional results. If you want to connect with hospital buyers, it’s essential to […]

Selling to a Not-For-Profit Hospital? Could Endowment Funds Help You?

  Most MedTech sales professionals don’t realize that when selling to a Not-For-Profit (NFP) hospital the funds for the purchase of their product, service or solution may come from the use of Endowment Funds. There are two types of funds: Permanent Endowments are those that have been restricted by donors and are monitored by the […]

Hospital Business Acumen: Form 990 & Why You Should Care!

If you sell to Not-For-Profit (NFP) hospitals one of the best kept secrets is Form 990 and the wealth of information it can provide to sales representatives, especially if you sell to hospital executives and the C-Suite. The Form 990 is the tax document that tax-exempt non-profit organizations file each year with the IRS. It’s […]

Hospital Business Acumen-10 Healthcare Terms You Should Know! Part 2

This is part 2 of our blog on understanding the vast array of new healthcare terms, acronyms and abbreviations that are being introduced and bantered around. If you missed Part 1 click here and the link will take you to the article. We hope that these definitions and explanations reduce your anxiety and increase your […]

Hospital Business Acumen-10 Healthcare Terms You Should Know! Part 1

Are you becoming lost in the vast array of new healthcare terms, acronyms and abbreviations that are being introduced and bantered around? Don’t be alarmed! This is one of the challenges that sales professionals face in today’s market. For specialty sales representatives many of these new terms, and acronyms relate to the specific product or […]