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 […]

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 […]

Changes We Would Like to See in Healthcare in 2016

Provide true price transparency for in-patient hospital care Price transparency initiatives are being pushed from the federal government, state governments, employers, consumers, and other stakeholders.1 Consumers, whether they be individuals, corporations or insurers want to understand the costs of inpatient and outpatient care in order to make better and more informed purchasing decisions. “The Center […]

Understanding Hospital Charges, Costs and Payments

If you or a family member have ever been admitted to a hospital or if you sell to hospitals within the USA understanding their charges, costs and payments can be a bit daunting. Hopefully this blog will help to ease the pain and provide a greater level of understanding. In this blog we will cover […]

10 Things You May Not Know About the Operating Room: Part 2

Have you ever wondered about the function and operation of an Operating Room (OR)? Unless you are a sales representative that routinely sells into the Operating Room or are a health care worker working within the Operating Room, you may be unaware of what actually occurs within this very unique environment. Here is our Top […]

10 Things You May Not Know About the Operating Room: Part 1

Have you ever wondered about the function and operation of an Operating Room (OR)? Unless you are a sales representative that routinely sells into the Operating Room or are a health care worker working within the Operating Room, you may be unaware of what actually occurs within this very unique environment. Here is our Top […]

Hospital Business Acumen: Understanding Hospital Metrics

It’s no secret that sales professionals have to deliver value to their customers. Everyone is talking about it. Before you can deliver value, however, you must understand what metrics are important to hospital personnel so that you can tailor your message to impact a key performance indicator (KPI) that is being measured today. Here some […]

5 Emerging Trends MedTech Sales Reps Should Watch Carefully

It used to be easy. Hospitals were where we went for emergency care, certain types of surgeries, for labor and delivery or for in-patient treatment of acute or chronic disease. Hospitals were also easy to find because they had the word “hospital” incorporated with their name. Under healthcare reform hospitals are reinventing themselves from a […]

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 […]

Why Hospital Procurement Matters!

Many domestic US sales professionals are surprised at the growing power and influence of hospital procurement in the purchasing process. They shouldn’t be. If they compared notes with their counterparts in Canada, Europe or other countries they would better understand the increasing importance and expanding relevance of hospital procurement. In this blog we are going […]