The term “accountable care” grew out of studies at Dartmouth Medical School which tracked the variation of quality and cost of care across the United States. Their findings showed that cost and quality were not always in alignment and that regions that spent a lot of money on healthcare did not always reap the benefit of [...]
A few weeks ago, I was in Massachusetts visiting a sick family member. This is the area where I began my healthcare sales career back in 1983, and I had a great time remembering those early days. I was a sales manager at a ComputerLand, kind of an old version of BestBuy. One of my [...]
The following article ran in the November/December 2009 issue of Billing, the Journal of the Healthcare Billing & Management Association.
You’ve been together for years and although you’ve tried everything that you could, the spark’s just not there anymore. How could it be when there’s no communication? Sure, you’ve both been loyal till now, but if [...]
We all witnessed “regular Joe” Biden answer a question the way he really felt on the Today Show yesterday–a definite deviation from the message points that were undoubtedly prepared for him in advance. In the ensuing damage control, perhaps the most telling remark was from Press Secretary Robert Gibbs: “Let me tell you what Vice [...]
News reporters use a technique called the inverted pyramid when writing news stories. The essence is this: write the most important stuff first because the editors may lop off some portion of the bottom of the story if it doesn’t fit.
This translates into good advice for salespeople selling technology to the healthcare market. I’ve been [...]
There aren’t many Buddy McNutty types in healthcare PR and healthcare IT marketing. Likewise, few business-to-business advertisers would choose to infuse a tradition of German engineering with bizarre-oriented street cred. There’s nothing wrong with VW’s “Unpimp Mein Auto” parody or using Buddy to make America’s PB&Js safe again. But b-to-b messaging must focus more on [...]