Feb 10

Stop dreading team purchasing decisions

About Lucro Healthcare Vendors Healthcare Leaders Sales Process Thought Leaders Qualifying Questions Vendor Partners RFP Vendor Selection

I heard a story last week that instantly took me back to my consulting days. Picture this: a fully staffed Command Center. Upwards of 2,000 support tickets logged; over 1,200 closed. Training support onsite for 300 ambulatory locations. A big bang Go Live that was meticulously built and planned for over a year. All 8,000 providers launched into the black hole of a new electronic medical record system.

It’s a big deal and comes with a big price tag. And it should, right? Digitizing the entire medical record for all of an organization's patients is a necessary evil in today’s world that has far reaching tendrils that impact all integrations, medical devices, third party vendors, providers (internally and externally), and most importantly - patients. You need to be confident you partnered with the right vendor long before Go Live.

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Jan 11

The Lucro Brainpower: Our Project Spread for 2017

Company Update About Lucro Healthcare Vendors Healthcare Leaders Sales Process Thought Leaders Qualifying Questions Vendor Partners RFP Vendor Selection

Hi, Denise here. My team is responsible for all of our provider and vendor engagement and Lucro project management. We’ve had a heck of a year at Lucro, and there are some incredible projects to highlight and reflect back on the 2017 trends.

If you’ve been following our story, we’ve been live for General Availability since February 2017 after launching at HIMSS. We have bright, innovative, hard working healthcare partners using Lucro today. They’ve helped us to build a product that allows for an end-to-end vendor selection - all from the your own chair online. If you’re like them and need help with a purchasing decision, sign up on our website to manage your own vendor selection in an easy 3-step process. 

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Dec 13

Top 5 Mistakes Made During Vendor Selection

Healthcare Vendors Purchasing Decisions Sales Process Vendor Partners Vendor Selection

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.

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Nov 29

How do you distinguish a vendor from a partner?

Healthcare Vendors Healthcare Leaders Sales Process Thought Leaders Qualifying Questions Vendor Partners RFP

Aligning a vendor with your organization is critical for forming a successful partnership that will ensure your business objectives are met. Depending on your organizational needs, qualifying questions can help you get your list down to better vendor partners earlier, before heading into the full “requirements gathering” phase of your project. This will dramatically reduce the amount of time communicating, evaluating, and showcasing vendors - making your whole process more efficient.

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Jun 22

The Knowledge Journey

Sales Customer Experience Sales Process Knowledge Journey Customers

Imagine a future client. They are the most successful and satisfied customer in your company’s history. Now, rewind all the way back to your first conversation, when they knew nothing about your product. Press play and pay attention to how and when your prospect learns about the value of your offering.

How did they learn about you? What did you share to help them make their first step? At what point did they speak with an existing client or ask about price? What greased the wheels to have your contract signed? Most importantly, what did they learn in the sales process that guaranteed success as a customer?

Documenting how your prospect acquires knowledge in your sales cycle improves sales conversions, forecasting, and customer success. Yet, it is among the most overlooked elements of a repeatable sales strategy.

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