Sep 28

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

Blog Bruce Brandes HISTalk Sales Purchasing Decisions Decision Making healthcare innovation Innovation

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

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)

Blog Bruce Brandes HISTalk Sales Purchasing Decisions Decision Making healthcare innovation Innovation

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

Over my 28-year career selling to health systems, the most common “competitor” to which my companies would lose a deal was 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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Jul 20

Innovation Spotlight: Brookdale’s Entrepreneur in Residence Program

Healthcare Leaders Thought Leaders Innovation Senior Care

At Lucro, we love seeing innovations come to life, so this week, we’d like to showcase a provider on our platform who is truly driving innovation. When we heard about Brookdale Senior Living’s Entrepreneur in Residence Program, we were very impressed. We think it deserves a spotlight - both to be an example to other providers of how you can drive innovation at your organization and to confirm for vendors and entrepreneurs there are organizations out there trying to drive innovation in senior care and can help in your product development. Take it away, Andrew!

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