The pressure is on. You better make sure your selected vendor is top-notch, has incredible onboarding, works with you to ensure a timely implementation, and doesn’t rob you blind. After going through this process with several marketing automation tools, I’ve experienced first-hand the biggest pitfalls of vendor selection. I’ll let you learn from my mistakes, so you don’t have to make them, too.Read More
As you likely experience every day, uncertainty and cost pressures in healthcare have created unprecedented challenges and opportunity for the industry.Read More
Why Healthcare Organizations Take So Long to Make Buying Decisions and How We Can Fix It (Part 4 of 4 - Process) (HIStalk)Blog Bruce Brandes HISTalk Sales Purchasing Decisions Decision Making healthcare innovation Innovation
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.Read More
Why Healthcare Organizations Take So Long to Make Buying Decisions and How We Can Fix It (Part 3 of 4 - Trust) (HIStalk)Blog Bruce Brandes HISTalk Sales Purchasing Decisions Decision Making healthcare innovation Innovation
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.Read More
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 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.Read More
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
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.Read More
Wait! Why are we dancing?
We had over 100 project boards created in Lucro - and thematically, there is some revolutionary stuff going on over here.Read More
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.Read More
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.Read More
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.Read More