Category: “Training”

The costs of a failed IT implementation are huge. Typically a buyer can only recoup the cost of the software. Unrealized expectations, ROIs that resemble fiction instead of fact, and the monumental task (not to mention cost) of redoing a HIS, EHR or any other IT change don't get compensated. Here are tips that hospitals can use to protect themselves and sellers should know in order to sell successfully.

Using fraudulent email addresses and purchase orders, individuals claiming to act on behalf of university research departments will arrange for shipment of medical equipment to a United States location. Upon delivery, the equipment is immediately reshipped to Africa, typically Nigeria.

•   Reducing hospital readmissions — 42.9 percent

•   Maximizing efficiency with existing resources  — 34.5 percent

•   Implementing patient care coordination — 30.4 percent

•   Changing medical malpractice laws — 30 percent

•   Alternatives to physician delivery of primary care — 29.6 percent

•   Improving ROI of products/technology — 23.2 percent

•   Improving supply chain management — 21.3 percent

•   Redesigning hospital care spaces for efficiency — 21.2 percent

Jill Lepore of the New Yorker roundly critizes the idea of Disruptive Innovation decribed in "The Innovator's Dilema" by Clayton M. Christensen and applied to Healthcare by Kenneth Kaufman. If Healthcare must reinvent itself the worst model to use would be that of Disruptive Innovation, at least according to Ms. Lepore. Regardless of how change happens, those of us in the Medical business must adapt, otherwise we'll be the Blockbuster to Netflix or as Borders was to Amazon.

For-Profit hospitals have dramatically shifted their buying from multiple IT solution purchases to single purchases. Government and Not-For-Profit hospitals continue to have multiple IT initiatives and purchases in the same year. This has important sales implications: don't try to sell into For-Profit facilities if they are already implementing a new IT solution - get on their next buy radar. The Dorenfest Institute for Health Information and Healthcare Information and Management Systems Society (HIMSS) have extensively analyzed the Healthcare IT space.

Radiologists need to be proactive in demonstrating their value in improving clinical outcomes now that CMS is adjusting payments based on quality and not volume. “In 2013, CMS started implementing the value modifier by looking at quality and cost measures and getting composite scores in each of those areas, said Judy Burleson, senior advisor on quality metrics at the American College of Radiology (ACR). Quality is on one axis, cost on the other, with low, average and high rankings for each. The score determines the potential for positive, negative or zero impact on reimbursement for Part B services. “If you’re low cost and high quality, you’d be in the upper spectrum,” she said. The physician’s performance report is compared to other physicians reporting the same measures. “

“Never ask a question if you don’t want an answer.” Some good advice for leaders and salespeople from the Harvard Business Review. It used to be that providing answers was the key to success. Today asking the right questions is far more important.

University of California San Francisco Medical Center at Parnassus[1] — $7.67 billion

University of California Davis Medical Center (Sacramento) —$6.36 billion

University of Michigan Hospitals and Health Centers (Ann Arbor) — $5.32 billion

Ohio State University Wexner Medical Center (Columbus)[2] — $5.22 billion

The University of Texas M.D. Anderson Cancer Center — $5.19 billion

UAB Hospital (Birmingham, Ala.) — $4.6 billion

Carolinas Medical Center (Charlotte, N.C.)[3] — $4.25 billion

Parkland Hospital (Dallas) — $4.12 billion

Jackson Memorial Hospital (Miami)[4] — $4.02 billion

The University of Kansas Hospital (Kansas City) — $3.96 billion

Plus 40 more

Now more than ever being known by the thought leaders and centers of influence in healthcare is mission critical for success in sales. Under ACA hospitals are consolidating, private practices are diminishing and corporate buying is the norm. Here are 500 people to know in healthcare. These physicians, C-suite executives, policymakers and others have displayed dedication to improving the healthcare industry. In varied ways, each of these individuals has influenced and continues to shape healthcare in the United States.

Salespeople - if you're not targeting Urgent Care you're missing one of highest growth big dollar segments of the market. Since 2008 investors have sunk $2.3 billion into urgent care clinics. The race is on to build large chains with powerful, national brands. Wall Street money is driving the growth, but so are other forces. Millions of newly insured Americans are seeking care. Others are frustrated by long waits at E.R.s, or by having to conform to regular doctor’s hours.

“The culture of our organization is what will hold us back. We know what changes we need to make and the right solutions for our problems. That’s the easy part. Getting the organization to adopt them is far more difficult.”

If you sell in the IT space or Diagnostic Imaging Equipment this report will tell you what is being purchased, trends, and what level of penetration has occurred. For example, over 98% of academic centers have already purchased CR and DR. They are not your low hanging fruit. To find out what is read this very detailed HIMSS report.

1. Norwalk Hospital Builds $102M New Pavilion

2. Illini Community Hospital Breaks Ground on $4.5M Project

3. Edward Hospital to Open $63.7M Addition

4. Little Falls Hospital Unveils $13M Construction, Renovation

5. Bethesda North Hospital Planning $1.2M ED Renovation to Enhance Geriatric Care

6. Albany Medical Center Plans $22M Upgrade

7. Broward Health North to Begin $70M Expansion, Renovation

8. Gerber Memorial Hospital Unveils $9.6M ED

9. Summerville Medical Center to Construct $8M Medical Office Building

10. Adventist La Grange Memorial Hospital Gets Green Light for $8M ED Upgrade

11. Central Florida Health Alliance Opens New Urgent Care Center