Mar 03

Looking Back on HIMSS17, Looking Forward to Innovation

Blog Bruce Brandes Healthcare Vendors Sales Purchasing Decisions HIMSS

At 4:00 PM on Wednesday, February 22, a cheer went up from exhibitors at HIMSS17 upon hearing the announcement, “The Exhibit Hall is now closed.” Sales and marketing executives gathered their supplies and headed for the door, leaving teams of specialists to dismantle the mini-city that had sprung up in the almost mile-long convention hall.

Exhausted attendees, feet aching and shoulders slumped from carrying pounds of giveaways and literature, also made their way out of the hall. Many commented on the sensory overload of the exhibits, signage, noise and smells that had pummeled them for three days.

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Feb 17

Getting Real About Innovation at HIMSS17 - Q&A with CEO Bruce Brandes

Blog Bruce Brandes Interview Healthcare Vendors HIMSS

Who’s ready for HIMSS17 in t-minus two days!? In preparation for the show, we sat down with Bruce Brandes, Lucro CEO and co-founder, to hear his thoughts on emerging trends in hospital purchasing and ask what innovation progress he expects – and hopes – to see at the industry’s largest annual gathering.

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Feb 10

Redefining the Sales Battle

Blog Bruce Brandes Healthcare Vendors Sales Purchasing Decisions

In ancient Roman times, gladiators entered the ring to engage in blood-soaked battle, often to the death. Fast forward to 2017, and while it may not be the Roman Coliseum, fearsome battles between vendors for health systems’ purchasing decisions, as well as battles around vendor choices within these health systems, still take place on a regular basis.

The difference in vendor and provider approaches to selling and purchasing, respectively, isn’t productive for either party, resulting in mutual frustration and inefficiency, as well as solutions rife with compromise. Vendors and providers that are open to changing how they approach purchasing conversations can save themselves the “sales battle”, work more efficiently and make better decisions to push toward innovation.

As you consider how this change can impact your organization, keep three benefits of a more collaborative vendor/provider relationship in mind:

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Jan 06

Three Steps to Innovating Faster in 2017

Becker's Hospital Review Blog Bruce Brandes

(as seen Becker's Health IT & CIO Review on January 3, 2017)

The always-quotable Will Rogers once said, "Even if you're on the right track, you'll get run over if you just sit there."

Hospital and healthcare system executives might want to frame that saying and put it where they can see it daily—especially when considering their buying cycles. Organizations that don't innovate with new technology will continue to simply chug down the track as their bullet train brethren speed past.

By adopting an approach that streamlines the purchasing discovery process and supports effective evaluation of vendor partners, healthcare organizations can accelerate the decision-making process and lower their risk.

It's Not You, It's Me
Cost is often a major factor when purchasing an innovative new solution for your organization. But regardless of the price, if it's not needed or isn't appropriately fitted to your initiative, then that new widget is nothing more than an exorbitantly expensive paperweight.

Generally, the problem doesn't lie with the vendor that created the solution, it's with the health system. It's like winning the rights to host a major event (cough, Olympic games, cough) but without the infrastructure, preparation or resources to make it a success.

Three Steps to Embrace—and Realize—Innovation
There are three critical steps healthcare organizations should take to ensure they can accelerate effective purchasing decisions:

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Dec 19

Lucro - Year End Update & Invitation to Join Us!

Blog Bruce Brandes Company Update Update

“When you first start off trying to solve a problem, the first solutions you come up with are very complex, and most people stop there. But if you keep going, and live with the problem and peel more layers of the onion off, you can sometimes arrive at some very elegant and simple solutions.” – Steve Jobs

Lucro was launched just over a year ago with a big idea and remarkable encouragement and engagement from many of healthcare’s most influential organizations and thought leaders.  Over the past several months, our team has been heads down on execution and delivery – having listened, learned, adapted, and focused our efforts to deliver a simple but compelling solution to enable innovation in healthcare.

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Sep 08

Why Pokemon Go is More Important to the Future of Healthcare Than Your EMR By Bruce Brandes (with Charlie Martin)

Becker's Hospital Review Blog Bruce Brandes Charlie Martin HISTalk Interview Seinfeld

(as seen on HIStalk on September 7, 2016)

Over a year ago, I completed an HIStalk blog series entitled “All I Needed to Know to Disrupt Healthcare, I Learned from Seinfeld.” Now we have a new pop culture phenomenon from which our industry has much to learn.

At a recent conference, keynote speaker and legendary healthcare services entrepreneur Charlie Martin made the following proclamation to a ballroom full of healthcare IT leaders: “Pokemon Go has more to do with the future of healthcare than your EMR.”

I’m pleased to collaborate with Charlie through this column to illuminate how a free gaming app will have more of an impact than the billions of dollars spent on an array of electronic medical record systems over the past couple of decades.

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Jun 28

Lucro Company Update - Q2 2016

Blog Bruce Brandes Company Update Update

EXECUTIVE SUMMARY

Over the past few months, Lucro has made great strides forward.  As I pause for a moment to reflect, I’ll highlight two core competencies which have given us clarity and confidence in our path ahead:

Listen: We have been remarkably fortunate to have engaged visionary advisors, influential healthcare organizations, creative vendors and experienced investors to illuminate a deep understanding industry challenges and opportunities.

Focus: Our vision to reinvent the connection between buyers and sellers of innovations for healthcare is broad, so we have refined our focus to ensure Lucro executes well in specific areas as a practical foundation from which to build.
I am pleased to share a summary with you what we have learned and how we are applying that knowledge to build a transformational company.  More detail is below.

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Mar 27

Lucro Company Update - Q1 2016

Blog Bruce Brandes Company Update Update

Lucro has made great strides since our corporate launch last November at the Becker’s CEO Roundtable.  In particular, the partnership and industry influence of Lucro’s early adopters, advisors and investors has resulted in a functionally-rich solution and significant market momentum to accelerate innovation in healthcare.

Below is an overview of the recent progress we have made to establish and expand our platform, community, and company.

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Jan 24

Before Your Sales Kickoff Meeting: The Most Important New Insight for Healthcare Vendors in 2016

Blog Bruce Brandes Nashville Healthcare Vendors

From Hyatt Regency ballrooms to eSpaces shared meeting rooms across the country, over the next few weeks, healthcare vendors are meeting to rally their sales teams and develop strategies for closing more business in 2016. Top challenges to address include:

  • Gaining access to and mindshare of decision-makers
  • Managing and accelerating uncertain and elongated sales cycles
  • Understanding competitive differentiation
  • Maximizing current customer relationships

A word of advice to those CEOs and Chief Sales Officers – rethink every sales strategy, tactic, and investment that may have worked for you in the past. You are wasting your time, money and risking the viability of your business. The market will demand this for two key reasons:

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Jul 26

All I Needed to Know to Disrupt Healthcare I Learned from “Seinfeld”: Part I – Do The Opposite

Blog Bruce Brandes HISTalk Seinfeld

(as presented initially on HISTalk on January 28, 2015)

In my continued efforts to learn from progressive healthcare thought leaders, I recently read Eric Topol’s new book “The Patient Will See You Now.” I was heartened to see Dr. Topol’s opening chapter illustrate his first point with an intellectual / cultural equilibrium I can appreciate … through an amusing story from “Seinfeld” about Elaine’s medical record woes. That anecdote caused me to reflect on how my favorite iconic TV show about nothing is instructive for the entrepreneurs who strive to reinvent our healthcare delivery system.

Cautionary note:  my comments in this series will assume that HIStalk readers have at least a baseline knowledge in all things “Seinfeld.” I apologize in advance to the two or three folks out there who have not seen (or heaven forbid, did not like) “Seinfeld.”

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