Feb 14

Get that long-term love locked down: For a vendor partner, that is

About Lucro Healthcare Vendors Sales Purchasing Decisions Healthcare Leaders Hospitals Decision Making healthcare innovation healthcare IT vendors Vendor Partners Vendor Selection

Relationships are hard.

You’re sitting across from your handsome Valentine’s date and the oversized stuffed animal bear he got you, and you’ve got all the warm & fuzzies, but deep down inside you’re asking yourself -

“For real though - long term - is this guy right for me?”

The playful dating stuff is still fun, mind you, but you’re ready to settle down. You’re looking for a responsible, grown-ass partner to compliment you. You’re an adult.

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Feb 07

Digital platform makes it easier to find the right IT solution

Sales Purchasing Decisions Healthcare Leaders Hospitals Decision Making Partnerships healthcare innovation healthcare IT vendors Innovation Process Improvement Vendor Selection physicians AMA IT solutions RFPs

(as seen in AMA Wire on February 1, 2018)

Health systems and physician practices have access to a host of digital tools that can enhance patient care. However, identifying the health information technology (IT) that best fits their needs can be a long and arduous process. A new digital platform helps streamline complex purchasing decisions across the health care industry.

The AMA recently began a collaboration with Lucro, a health care technology company in Nashville, to improve physician engagement in purchasing decisions. Lucro’s digital platform simplifies the buying process by connecting physicians and health systems with innovative technology vendors. The collaboration comes in the wake of the release of the AMA Physician Innovation Network (PIN), an online community that connects and matches physicians with digital health companies and entrepreneurs.

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Dec 21

Getting the Most Out of Vendor Interactions at Healthcare Conferences

Healthcare Vendors Purchasing Decisions HIMSS Healthcare Leaders Hospitals Best Practices Decision Making Sales Process Thought Leaders healthcare innovation Vendor Partners Vendor Selection conferences Speed-Dating Vendors IT solutions

Major healthcare conferences like the upcoming 2018 HIMSS Conference & Exhibition and more specialized forums like the AHIP Consumer Experience & Digital Health Forum held a couple weeks ago in Nashville are great opportunities to learn a lot in a short period of time.

Being able to easily meet and interact with exhibitors, engaging with a variety of 3rd parties about the opportunities, challenges and issues your company is facing, and the ability to quickly obtain key information to help you assess whether a specific vendor's offerings and company culture align with your needs are three main reasons why people attend healthcare conferences.

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Dec 07

Lucro Company Update and 2017 Year in Review

Bruce Brandes Company Update About Lucro Healthcare Vendors General Availability Sales Purchasing Decisions Press Release HIMSS Healthcare Leaders Hospitals Decision Making Partnerships Health 2.0 Health:Further Sales Process Customers Thought Leaders healthcare innovation Lucro vendor community healthcare IT vendors Innovation System-ness Process Improvement Vendor Partners Vendor Selection AMA RFPs

As you likely experience every day, uncertainty and cost pressures in healthcare have created unprecedented challenges and opportunity for the industry.

How do healthcare executives, across a group of hospitals and physician practices, really understand the problems they face, get trusted input to find the right solutions, and ensure broad buy-in and support for accelerated implementation?

In a recent blog post, visionary healthcare innovator (and Lucro advisor), Molly Coye poses this industry challenge and describes Lucro as a new operating system to achieve “system-ness” in healthcare.”

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Nov 21

Why Healthcare Organizations Take So Long to Make Buying Decisions and How We Can Fix It (Part 4 of 4 - Process) (HIStalk)

Bruce Brandes HISTalk Healthcare Vendors Sales Purchasing Decisions Healthcare Leaders Hospitals Decision Making Change Management Sales Process healthcare innovation healthcare IT vendors Innovation Process Improvement Vendor Partners RFP Vendor Selection RFPs

(as seen in HIStalk Reader's Write on November 15, 2017)

We have previously discussed the impact of organizational misalignment and lack of trust on slowing the buying cycle in healthcare. Once you decide which projects are worth tackling and you streamline getting the scoop from your trusted network, now you must challenge and simplify the deeply-rooted, legacy workflow to make a decision.

Let’s illustrate two examples of antiquated steps in most every vendor selection process in healthcare and discuss potential solutions.

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Nov 14

A New Model for Achieving "System-ness": Streamlining across the Modern Health System

About Lucro Purchasing Decisions Healthcare Leaders Hospitals Decision Making healthcare innovation System-ness Process Improvement RFP Vendor Selection RFPs

Processes Inside Today's Health Systems

The heartbeat of any sprawling, large healthcare organization is the pace of its own internal operations. How rapidly and effectively does a health system detect problems and opportunities? Collect intelligence, analyze and communicate patterns, and act?

These are tough questions, in an era when many health systems are in some degree of turmoil as they expand, integrate new partners, and face troubling uncertainty in payment systems. Internal operations are strained, and operational leaders are pushed to stay ahead of these escalating demands.

The larger our organizations grow, and the faster they have to move in the market and in their internal operations, the more important these abilities to sense, decide and act become. This can feel like an enormous contradiction.

How do you achieve “system-ness” across a disparate group of hospitals and physician practices, really understand the problems they face, get smart contributions to finding the right solutions, and ensure broad buy-in and support for accelerated implementation?

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Nov 02

Why Healthcare Organizations Take So Long to Make Buying Decisions and How We Can Fix It (Part 3 of 4 - Trust) (HIStalk)

Bruce Brandes HISTalk Healthcare Vendors Sales Purchasing Decisions Healthcare Leaders Hospitals Decision Making Sales Process healthcare innovation Innovation Vendor Partners Vendor Selection physicians

(as seen in HIStalk Reader's Write on November 1, 2017)

In Part 2 of this series, we discussed the importance of first clearly defining and aligning regarding the problem a buyer seeks to solve before evaluating products. The next key element is to invite trusted colleagues to contribute insights and experience in the context of that problem and possible solutions.

Below we will share more about the type of buying decisions most impacted by a lack of trust and explore how healthcare buyers can gain more confidence in the choices they must make.

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Sep 28

Why Healthcare Organizations Take So Long to Make Buying Decisions and How We Can Fix It (Part 2 of 4 - Misalignment) (HIStalk)

Bruce Brandes HISTalk Healthcare Vendors Sales Purchasing Decisions Healthcare Leaders Hospitals Decision Making Sales Process healthcare innovation Innovation Process Improvement Vendor Selection IT solutions

(as seen in HIStalk Reader's Write on September 27, 2017)

The Focus on Buying a Product is Wrong

As any industry observer knows, health systems continue to consolidate in an attempt to ensure their viability given unprecedented financial and operational pressures.  Many organizations struggle to fully leverage their scale post-merger. Most often the difficulty is to align focus, priorities, internal knowledge. and industry experience across the expanded team as they integrate.  

Misalignment is usually the main contributor to the length of the sales and purchasing process. Too often people fall in love with a PRODUCT without first clearly defining the PROBLEM they seek to solve. This challenge is exacerbated by complex purchasing decisions that require collaboration across multiple stakeholders to make the right choices.

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Sep 05

Why Healthcare Organizations Take So Long to Make Buying Decisions and How We Can Fix It (Part 1 of 4) (HIStalk)

Bruce Brandes HISTalk Healthcare Vendors Sales Purchasing Decisions Healthcare Leaders Hospitals Decision Making Sales Process Customers healthcare innovation Innovation Vendor Selection IT solutions

(as seen in HIStalk Reader's Write on August 30, 2017)

The (Current) Healthcare Sales Cycle

Over my 28-year career selling to health systems, the most common “competitor” to which my companies would lose a deal has always been the same: Do Nothing. For decision-makers across the country, there are many reasons that deferring buying decisions was historically a wise choice. 

Rarely was there a compelling reason to make a decision at all. In the past, the economics, competitive pressures, and the underlying business model did not change meaningfully enough to encourage risk-taking. Frequently, if you waited long enough, potential industry changes would often just go away.

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Aug 30

Vendor Tinder: Searching for your perfect (vendor) match

About Lucro Healthcare Vendors Sales HIMSS Healthcare Leaders Hospitals Decision Making User Experience Health 2.0 Customer Experience UX Sales Process healthcare IT vendors Vendor Partners Speed-Dating Vendors

It’s Friday night, and you’re looking for a date.

You drive 30 minutes to a bar, pay $20 for parking, $12 for a drink, and then things get worse.

Before you can take that first sip of your Appletini, a stranger moves in. Awkwardly close now, the stranger starts to shout:

“HI, I’M KEVIN, I DRIVE A DODGE STRATUS, I BENCH 300 LBS, AND ONE TIME I HUNG OUT WITH DRAKE AT A PARTY. I CAN MAKE ALL YOUR DREAMS COME TRUE. HERE’S A VIDEO OF ME EATING THE WORLD’S LARGEST BURGER IN 60 SECONDS. WILL YOU MARRY ME?”

You’re not interested in any of those things - Kevin is not a good match. You awkwardly panic moonwalk out of the “conversation” with Kevin...  

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