How Hospitals Are Innovating to Remain Relevant!
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 providing millions of Americans with convenient locations and extended hours of […]
Will the Sales Representative in the Operating Room Become Extinct?
Few patients that go in for spine, hip or knee replacement surgery realize that a sales representative is often present to provide technical assistance to the surgeon during the procedure. This is a practice that has been prevalent for decades and has traditionally provided great value to hospitals and surgeons but is now under fire […]
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 […]
How You Can Tell if a Hospital is Customer Centric! Part 2
Much has been written about improving the patient experience within hospitals. Under healthcare reform penalties are incurred if patients with certain conditions are re-admitted within 30 days of discharge. For these and other reasons many hospitals have gone to some extreme measures to make their facilities more patient friendly. It’s taken awhile for hospitals to […]
How You Can Tell if a Hospital is Customer Centric! Part 1
Much has been written about improving the patient experience within hospitals. Under healthcare reform, penalties are incurred if patients with certain conditions are re-admitted within 30 days of discharge. For these and other reasons many hospitals have gone to some extreme measures to make their facilities more patient friendly. It’s taken awhile for hospitals to […]
Questions You Should Ask About Hospital Committees!
If you sell a MedTech product, service or solution that occasionally or always has to go to a committee for scrutiny prior to a purchase or contract here are some questions that you need to know. Don’t be afraid to ask these questions. You may not always get the answers but it’s a sin of […]
What You Should Know About Hospital Committees!
We have all heard the jokes about committees. For example: a committee is a group that keeps minutes but loses hours1 or a committee is a group of the unprepared appointed by the unwilling to do the unnecessary.2 While these are humorous, in general they do not apply to healthcare organizations. Within hospitals committees play […]
Essential Skills of the New MedTech Account Manager
The healthcare eco-system is in flux as implementation of the Patient Protection & Affordable Care Act unfolds. New reimbursement models are forcing collaboration between payers and providers to improve patient satisfaction and health outcomes. As healthcare stakeholders begin to take more financial risk for patient outcomes, they will demand value-based products and services be provided. […]
Why Hospital Strategic Procurement Doesn’t Buy More From You!
Selling to hospital strategic procurement can be much easier if you understand the metrics that they value or demand from their suppliers. Many of these are generated from the requirements of their internal customers. In general, each of these can be placed in the categories of delivery, cost, responsiveness, errors and defects. Lead Time on […]
