Aug 02

Improving Patient Wait Times: Vital to Patient Satisfaction

Healthcare Vendors Healthcare Leaders Hospitals Customer Experience Thought Leaders healthcare innovation healthcare IT vendors Innovation Patient Experience Process Improvement Vendor Partners Vendor Selection IT solutions Digital Solutions Patient Wait Times Patient Satisfaction

Living in a World of Convenience

As a society, we value convenience now more than ever with on demand services, such as Uber, Lyft, and Amazon Prime, soaring in popularity. Therefore, it’s not surprising that people do not like to spend their valuable time in a physician’s waiting room. I go to great lengths to avoid these long waits - I read online reviews to find the most efficient offices, utilize virtual care, or make my appointments at odd times to avoid peak hours.

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Jul 05

Behavioral Health: What are you doing for your patients and employees?

Healthcare Vendors Healthcare Leaders Hospitals Thought Leaders healthcare innovation healthcare IT vendors Innovation Vendor Partners IT solutions Behavioral Health Digital Solutions Mental Health

Being Proactive about Behavioral Health

Based on our clients’ major initiatives, we’ve seen an increase in employee and patient engagement wellness projects on our platform over the last six months. These projects mainly focus on the physical well-being of a given population, but what about mental health initiatives?

With the high-profile suicides of celebrities such as Kate Spade, Anthony Bourdain, and Robin Williams, there is increased concern about mental well-being and its role in overall health and wellness. It’s also very likely that we all have been touched personally by suicide: rates are up 25% since 1999, and suicide is now a top 10 cause of death in the United States. While we’re willing to help our loved ones who are struggling, symptoms are often hidden to seem ‘normal’ and avoided to ‘not feel like a burden.’ Furthermore, 54% of suicide victims have no report of prior mental illness.

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Jun 27

Spotlight on Digital Solutions for Mental Health: The Providence St. Joseph Health Experience

Healthcare Vendors Healthcare Leaders Hospitals Customers Thought Leaders healthcare innovation healthcare IT vendors Innovation Vendor Partners Vendor Selection IT solutions Behavioral Health Digital Solutions Mental Health

Finding Digital Solutions for Mental Health

We work with some pretty incredible innovation teams, and Providence St. Joseph Health (PSJH) is high on our list of favorite partners. Recently, they published an article in Forbes highlighting the impact of digital health initiatives for mental health, and (fun fact!) they used Lucro for their vendor evaluation.

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Jun 15

RPA: Robotic Process Automation - Can Robots Really Help?

Healthcare Leaders Thought Leaders Innovation Process Improvement Vendor Selection Workforce Productivity Robotic Process Automation

What is RPA? Should you be using it in your healthcare organization?

Have you heard people talk about RPA, or Robotic Process Automation? It’s a buzzword lately (and really, who doesn’t love robots!). So what is it? What does it do? How can my team benefit?

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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 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 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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