Jun 22

The Knowledge Journey

Sales Customer Experience Sales Process Knowledge Journey Customers Imagine a future client. They are the most successful and satisfied customer in your company’s history. Now, rewind all the way back to your first conversation, when they knew nothing about your product. Press play and pay attention to how and when your prospect learns about the value of your offering.

How did they learn about you? What did you share to help them make their first step? At what point did they speak with an existing client or ask about price? What greased the wheels to have your contract signed? Most importantly, what did they learn in the sales process that guaranteed success as a customer?

Documenting how your prospect acquires knowledge in your sales cycle improves sales conversions, forecasting, and customer success. Yet, it is among the most overlooked elements of a repeatable sales strategy.

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Jun 15

Sales by Submission

Sales Marketing Technology Customer Experience UX Design Thinking

Software companies hire User Experience (UX) pros to obsess over making their products usable and delightful. UXers merge multiple disciplines, including engineering, marketing, graphical design, and product management to meet the exact needs of a customer. They fixate on every path a user might take and compose the software’s appropriate response.

Investing in UX affects a customer’s real and perceived value from the product, as well as customer satisfaction, retention, and their lifetime value to the company. As a result, the profession is expected to double the US job growth rate through 2020 (22.1% vs. 14.3%).

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Jun 13

Lucro Joins with Health:Further as Technology Partner for Annual Healthcare Festival

Company Update About Lucro Press Release Partnerships Health:Further

(As released to the press originally on June 13, 2017)

Nashville, June 13, 2017, PR Web -

Digital healthcare purchasing platform Lucro to provide industry connections between healthcare vendors and purchasers for all Health:Further Festival attendees.

Health:Further, an open community of healthcare entrepreneurs and innovators, announced today that it has
entered into a technology partnership with Lucro, a digital platform that helps healthcare organizations make
better purchasing decisions, for its annual Health:Further Festival at the Music City Center in Nashville, TN on
August 22 – 25, 2017.
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Jun 07

Change Management with User Involvement: Incorporating End-user Feedback in IT Projects (part 2 of 2)

Blog Purchasing Decisions Healthcare Leaders Hospitals Best Practices Change Management User Experience

In our last blog, we talked about how involving users early in projects results in better products for users, more efficient development, and other benefits to project stakeholders. Today, I’ll break down 5 user interview techniques you can start implementing right away to take advantage of the benefits.

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Jun 02

Health 2.0 Partners with Lucro to Accelerate Buying Process by Connecting Market-Ready Companies with Healthcare Clients

Company Update About Lucro Press Release Partnerships Health 2.0

(As released to the press originally on May 31, 2017)

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Jun 02

Change Management with User Involvement (part 1 of 2)

Blog Purchasing Decisions Healthcare Leaders Hospitals Best Practices Change Management User Experience

An ounce of input equals a pound of change management

As a healthcare executive, you have a crucial view of problems that reach out across your entire organization and seep into every department. You bring in the department heads and your operations leadership to define the problem and scope the project. Great! Then you talk to end users for their input on usability and creative ways to solve the problem. Oh yea - Wait, what?

If you're not incorporating end user feedback, you're not alone. End users are rarely involved in problem definition and solution exploration. Often, the first time they hear about a solution is when implementation or training is announced.

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May 25

An Update of the Themes in Lucro Brainpower

Blog Purchasing Decisions Healthcare Leaders Hospitals Best Practices

Six weeks ago, we put together a blog on the Lucro Brainpower to show you what types of health systems made up the Lucro community and aggregated all the projects you were working on. A lot can happen in six weeks: that’s three development sprints, 13 Preds games, and 30 new project boards in Lucro. 

Who is a part of the Lucro brainpower?

Here is an overview of our acute health system population. In the past six weeks, we’ve also gained a foothold in the post-acute space, national treatment centers, national ambulatory surgical centers, physician associations, and independent practices.

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May 18

Decision Making: The Constant Struggle (part 3b of 3)

Blog Purchasing Decisions Healthcare Leaders Hospitals Best Practices Decision Making

If you’re just joining us, we started a Q&A with Steve Sisko of @shimcode last week. We’ll be digging in to see where Steve thinks the rubber meets the road on tough decisions and a bigger view of the health IT landscape.

Intro to Steve & why we like him:

With 20+ years of experience serving multiple roles in the healthcare, information technology and advisory services trades: Steve brings a unique perspective and deep subject matter expertise unfettered by allegiance to any specific commercial entity or particular product set. Intense curiosity, extensive research skills, and over three decades of evolving healthcare business and technical skills afford Steve with the unique healthcare data, technology and services competences needed to thrive in today’s digitally focused healthcare environment. Learn more about Steve’s knowledge, skills and experience at his website: http://www.shimcode.com 

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May 12

Decision Making: The Constant Struggle (part 3a of 3)

Blog Purchasing Decisions Healthcare Leaders Hospitals Best Practices

We are lucky enough to have Steve Sisko, the HIT blog/social phenomenon, in digital form for the next two weeks! We’ll be diving into health system decision making and how they choose vendor partners, discussing what can be done now to minimize pain points together.

Intro to Steve & why we like him:

With 20+ years of experience serving multiple roles in the healthcare, information technology and advisory services trades: Steve brings a unique perspective and deep subject matter expertise unfettered by allegiance to any specific commercial entity or particular product set Intense curiosity, extensive research skills and over three decades of evolving healthcare business and technical skills afford Steve with the unique healthcare data, technology and services competences needed to thrive in today’s digitally focused healthcare environment. Learn more about Steve’s knowledge, skills and experience at his website: http://www.shimcode.com

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May 05

Decision Making: The Constant Struggle (part 2 of 3)

Blog Purchasing Decisions Healthcare Leaders Hospitals Best Practices

Last week we wrote about accelerating decision making by improving consensus, knowing your exit criteria, and avoiding analysis paralysis. This week, I’d like to get down to the nitty-gritty on how simplicity can drive decision making everywhere.

Hick's Law

(that’s the Hick-Hyman Law, 1952, not your Client Happiness Extraordinaire, Denise Hicks)

A scientific concept exists that will make complete sense to you: response time goes up with the number of options. In other words: more options = more time it takes to make a decision. No brainer, right?

Wrong! In our collective effort to give users the best web experience, highlight our cooking talent, or a sales guy that ‘has everything for everyone,’ this concept of minimizing options is often completely neglected.

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