Other Articles

Modular Products over Fixed Products

One of the biggest mistakes sales people make when talking to healthcare clients is to immediately start with features and benefits.  Don’t get me...

Where’s my stuff – RTLS (Real Time Locating Systems)

Tracking hospital equipment is a tough problem facing every hospital.  The average hospital loses between $200,000 and $300,000 worth of equipment each year.  Add...

Master of none goes nowhere in healthcare

This time of year is the perfect time to clear out the products in your offering that are not selling.  This creates room to...

Adding a Porch on the Patient Room

  There is a new nursing station model that is getting a fair amount of “air play” recently. The “Porch” model was first published by...

Stop Selling Canned Solutions

Your healthcare client is juggling three balls; Organizational Needs, Patient-Care Needs, and Technology needs.  The focus might change over time, but these three needs...

Think simple…some of the best solutions are the easiest.

There are changes to Medicare reimbursement that began last year.  If your solution can support these changes you will quickly become an asset to your...

Needs Assessment 101

Too many sales people see the needs assessment phase of the sales cycles as one part to get through as quick as possible.  And,...

Add telehealth into your offering

Telehealth is nothing new. It was first studied back in 1994, but resulted in very little interest by the healthcare communities. But times have...

Modular construction becoming standard – It’s about time

I was reading an article this week about modular construction being increasingly used in healthcare projects.  To be honest, my gut reaction was "finally...

Patient Retention

We have already talked about staff retention and doctor retention, but there is another…patient retention.  Patient retention has always been a topic of discussion...