by Tom Williams & Heather Williams | Feb 5, 2018 | Healthcare Industry, Healthcare Sales, Medical Sales, Operating Room Sales, Sales & Marketing
It’s no secret that selling into healthcare organizations has gone through a gradual metamorphosis over the last several years due to hospital consolidation, a changing reimbursement milieu and the increasing influence of Procurement. Ask any sales representative or...
by Tom Williams & Tom Saine | Apr 25, 2016 | Healthcare Industry, Hospital Operations, Hospital Strategy, Selling to Hospitals, Selling to the C-Suite
Hospital executive are being forced to think outside the box to keep their facility relevant within their community in the midst of a federal government and consumer led tsunami. Retailers and big box stores are aggressively moving into the delivery of primary care by...
by Tom Williams & Tom Saine | Jan 18, 2016 | Healthcare Industry, Hospital Business Acumen, Hospital Sales, Selling to Hospitals
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...
by Tom Williams & Tom Saine | Dec 14, 2015 | Healthcare Industry, Hospital Business Acumen, Hospital Finance, Hospital Sales, Hospital Strategic Procurement, Selling to Hospitals
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...
by Tom Williams & Ron Lee | Nov 9, 2015 | Buyer Behavior, Healthcare Industry, Hospital Sales, Hospital Strategic Procurement, Sales Strategy
This is Part 2 of our blog that discusses 12 Ways that Hospital Buying Behavior is Changing. If you missed Part 1 Click here and the link will take you to the article. In Part 1 we discussed the Power Shift to Sophisticated Buying, Analytics & Revenue Cycle...
by Tom Williams & Ron Lee | Nov 2, 2015 | Buyer Behavior, Healthcare Industry, Hospital Sales, Hospital Strategic Procurement, Sales Strategy
Remember the good old days when you could walk into a hospital and go to a specific department without a vendor credential or signing in with procurement? When physician preference mattered? When department heads or service line directors could cut a PO or sign a...
