On Technology

What makes an effective sales approach?

Posted by on

HIMSS23 is less than two weeks away. The second annual ViVE event happened last week. It is a busy time of year for healthcare vendors and their sales staff. I’ve been on both sides of this relationship – for many years as CIO and buyer and for fewer years selling services. It gives me a unique vantage point.

Buyers attending these conferences will be looking at vendors who have solutions they need now (and have budget for) and vendors who are new and interesting with innovative and niche solutions that they may want to explore further in the coming year (explore is the key word here). And they will be meeting with their current vendors to strengthen connections and get educated on what is newly available or coming soon as they leverage their existing investments.

Sales staff will be working hard to get the attention of potential buyers. They may even reach that stage of annoying and overbearing. We all know that kind of salesperson.

In my work as principal at StarBridge Advisors, I recognize it’s all about relationships. As I said in a previous blog post, it’s not just about who you know. It’s about who you are and how you show up with people. You need to be capable and competent with the right knowledge and experience, but also honest and authentic with high integrity. That’s what it takes to be successful in a business that is all about relationships. One of the best pieces of sales advice I got from a colleague was the “know-like-trust-need” model. People need to know who you are and what you can do, they need to like you, and they need to trust you. If you have all that, when they need you, they’ll call you. Simple. That’s why I focus on relationships.

My husband and I were recently on the buyer side of a sales discussion. By the end I thought, this will blog, meaning, there’s a kernel here to learn from and share. So, what happened? Continue reading →

STEM needs a youth pipeline

Posted by on

It has been quite a while since I wrote a blog focused on STEM – the last one was “STEM or not, own your career”. A field trip with my 8-year-old granddaughter, Kylie, and 6-year-old grandson, Colin, to the Boston Museum of Science during their winter break got me thinking it’s time to talk about STEM again. To make this more than just another nana story, I did a little research on current STEM statistics both from a workforce and education perspective.

Here are a few facts I found on a site describing National STEM/STEAM Day:

  • The number of STEM vacancies remains higher than the actual candidates.
  • The average pay for STEM jobs is 70% higher than the national pay average.
  • In the U.S. 8 out of 10 employers were looking for employees with STEM education for important job roles.
  • The U.S. Bureau of Statistics predicts that 80% of the jobs in the upcoming years will require technical skills.
  • STEM jobs were predicted to increase in the U.S. by 16% between 2014 to 2024.

I also found an insightful blog, “The state of STEM education told through 26 stats” from iD Tech – a company that provides tech camps for youth. Here are some highlights on STEM education from that blog:

  • Only 20% of US high school graduates are prepared for college-level coursework in STEM majors.
  • Fewer than half of the schools in the US offer computer science classes.

With a focus on encouraging and preparing girls for STEM careers, it had some interesting statistics:

  • 74% of middle school girls express an interest in engineering, science, and math but only 0.4% choose computer science as a major when they get to college.
  • As of 2019, women comprise just 27% of the STEM workforce.
  • 63% of middle school girls who know women in STEM feel powerful doing STEM.
  • Moms who communicate on STEM leads to girls being +20 points more interested in pursuing their studies.

You can check out the blog for data sources and more insights.

When we talk about pipelines for future job opportunities, it is important that we start all the way back to elementary school ages and expose kids to various fields of study. Continue reading →

More wisdom from one of the best

Posted by on

We all can point to a few key people in our career who served as mentors. People who believed in us, encouraged us, and guided us when we needed it. For me, there is no question that John Glaser is one of those mentors.

I first met John when I attended the pre-cursor to CHIME’s CIO Boot Camp back in the early 1990s. John was one of the faculty members for the weeklong program. At the time he was CIO at Brigham and Women’s Hospital before it joined with Mass General to form Partners HealthCare (now called Mass General Brigham). I remember sitting next to him at lunch the day he spoke and having an engaging conversation.

I next met John in 1999 when I walked into his office to interview for the CIO position at Brigham and Women’s Hospital. John was then the CIO at Partners HealthCare which had formed in 1995. I recall that first awkward moment. I had just finished reading his first book, “The Strategic Application of Information Technology in Health Care Organizations”. I told him so along with the fact that we had met before at the boot camp. But then I said he probably meets a lot of people so why would he remember me. Awkward opening, right? He said he would be listening to not just what I said but how I said it as personality mattered. And so, the interview commenced……

Fast forward, I was hired and worked for and with John until 2010 when he left to become CEO for Siemens Health Services. For my generation of CIOs, John is a legend. I have learned so much from him over the years and appreciate the support and guidance he gave me, helping me to be successful as a CIO.

Fast forward again, John is what he calls small “r” retired though he appears to be quite busy teaching, writing, and serving on boards. He is Executive in Residence at Harvard Medical School and Program Director, Leading Digital Transformation in Health Care – continuing to teach next generation leaders. His newest book, “Advanced Introduction to Artificial Intelligence in Healthcare” co-authored with Thomas H. Davenport and Elizabeth Gardner was published in August.

John graciously agreed to let me interview him for the This Week Health Town Hall show on the Community Channel. We had a great time talking and covering some very relevant topics – the evolving role of the CIO, new digital advances in healthcare, Artificial Intelligence, and what small “r” retirement means and how to prepare for it. The interview was published this week – check it out here. You’ll learn from one of the best and probably have a few laughs.

Related Posts:

Inspiring and developing new leaders – learning from the best

7 Ways to develop the next generation of leaders

A passion for health care

Ready to share your story?

Posted by on

Last week I shared that going forward I plan to use this blog to also highlight the great work that so many of you are doing. I got a lot of positive reactions to that idea. The next step is to connect with those of you ready to talk with me and start lifting up the work you are doing for others to learn from.

In articles and podcasts, it is often senior leaders who are interviewed. I have worked with many awesome staff and management folks over the years. I know many of you subscribe to this blog or read it when I share on social media. Consider this a more direct appeal to you to share your stories.

If you have a particular project that you are proud of, an important initiative that you are driving, or key lessons you want to share with others, I’d love to hear from you. Shoot me a note describing what you want to talk about and I’ll follow-up to learn more. Be ready to share what you did and why, key challenges, results, and any lessons learned that will help others.

How best to reach me? If you don’t already have my email, send me a message on LinkedIn.

Together we’ll keep learning, sharing, and making a difference!

Related Post:

Time to pivot

Celebrating, collaborating with, and learning from HTM – part 2

Posted by on

This week is Health Technology Management (HTM) Week celebrating and honoring all those who work in the HTM/Clinical Engineering/Biomedical department at provider organizations across the country. Regardless of the department name, you know who they are. If you are a nurse, you know the HTM staff by name. HTM professionals make a difference every day ensuring safe patient care.

Over the past 9 years as an AAMI board member, I’ve developed a greater appreciation for this critical part of our health ecosystem and all the players involved. From HTM leaders to clinicians to educators to device manufacturers and government representatives. AAMI is an organization that brings all of them to the table. As described on their website, the Association for the Advancement of Medical Instrumentation® (AAMI), a nonprofit organization founded in 1967, is a diverse community of more than 10,000 professionals united by one important mission—the development, management, and use of safe and effective health technology. AAMI is the primary source of consensus standards, both national and international, for the medical device industry, as well as practical information, support, and guidance for healthcare technology and sterilization professionals.

The timing of my first This Week Health Townhall interview published last week was perfect. I spoke with Pamela Arora, AAMI’s new President and CEO. I have gotten to know Pamela as a CIO colleague and fellow AAMI board member the past 6 years. She will bring new perspectives and experiences to AAMI. Not the least will be a recognition that HTM and IT teams need to work more closely together at the micro level in provider organizations and at the macro level with professional health IT organizations. Closer collaboration will have a positive impact for the patients and communities we collectively serve. Continue reading →

Health IT content – plenty of choices

Posted by on

My recent two-week vacation included family time, Disney with grandkids, and time just chilling with girlfriends (aka pool time, my first ever pickle ball game, walks by the ocean, shopping, eating, talking and lots of laughing).  I often publish a blog each week even when I’m on vacation but not this time. It was a true break!

Now that I’m back it’s a different kind of week. I am taking care of one of my grandchildren so arranging my work schedule around her school drop-off and pickup times. Something many of you navigate seamlessly or not so seamlessly every day. I’m hoping to get it right!

I am also getting into the recording mode this week.

On May 5 at 1PM Eastern, I will be a panelist on the Well Health sponsored webinar – “Digital Transformation Post-COVID: What’s Next on the CIO Priority List?”. Meg Aranow from Well Health will be moderating the panel that also includes Joel Vengco, SVP and Chief Information & Digital Officer at Hartford HealthCare and Raymond Lowe, SVP & CIO at AltaMed Health Services. It should be a great session. You can register here.

And I’ve recorded my first show as one of the moderators on the new This Week in Health Town Hall / Community channel. I interviewed Pamela Arora, new President and CEO at AAMI and a longtime CIO colleague of mine. For all the IT leaders who listen to This Week in Health podcasts, be sure to check it out – the IT and HTM (health technology management) relationship is a critical one. Continue reading →

On the other side of the digital front door – part 3

Posted by on

Two different procedures. Two different specialties. Two different patient communication approaches. Yet both practices use the same EHR and patient portal.

Prep for surgery instructions. Paper. Branded folder to put the paper in. More paper on next visit. A call from practice confirming specific surgery time and then get transferred to recorded message with specific pre-surgery instructions. Day of surgery sent home with post-op instructions – more paper.

Prep for procedure instructions. Available on the patient portal under letters. Texts and emails sent with specific prep information. Timed texts and emails for each major step along a defined prep timeline. Post procedure summary and instructions given to me on paper and available on the portal.

Practice variation is real. At times, it’s required and makes sense given different specialties. But not always.

So how were these two different experiences from a patient communication perspective? For me, there is a comfort having paper – can easily refer to it when needed. That is, if you know where you put it – hence the branded folder they give you. In the other situation, there was a very prescribed set of timed pre-procedure steps so the texts/emails at specified times telling me what to do was helpful.

What wasn’t such a good patient experience? Continue reading →

Thoughts on the Oracle acquisition of Cerner

Posted by on

Without question, the announcement yesterday that Oracle is acquiring Cerner for $28.3 billion is the biggest health IT story of the year. I won’t speculate on what I don’t know. I’ll leave that to others. But I can

source: www.hitconsultant.net

speak from experience as a CIO who has worked with all the big EHR vendors over the years including Cerner, Epic, Allscripts and Meditech. I’ve talked with and at times commiserated with many CIO colleagues who have experience with some or all of these EHR vendors.

While Cerner clients are trying to figure out what this acquisition will mean for them, good or bad, I’ll go back to the basics. Over the years I’ve written several blog posts on vendor management. They all seem pertinent and good reminders for health IT leaders trying to sort out how to work with Cerner going forward and how to manage within their organizations as they are faced with questions this week that they probably can’t answer.

12 tips for effective vendor management outlines what to look for in your current and future vendors. If I were a Cerner client or contemplating a switch to Cerner, I’d pay particularly close attention to these tips:

  • A good product roadmap
  • More service than sales
  • Excellent customer service
  • Executive level relationship
  • Long term value for the investment

There will be much speculation and commentary in the coming days on what this acquisition means to Cerner clients and the health IT industry overall. At the end of the day, we must keep the Quadruple Aim in mind in all we do to serve our patients and our communities: enhance the patient experience, reduce costs, improve healthcare outcomes, and improve the clinician experience. That has never been more important than during this pandemic. Will Oracle’s acquisition of Cerner help or hinder? Will Cerner provide a superior, more reliable, more integrated EHR in 2022 and well into the future? Only time will tell.

Related Posts:

12 tips for effective vendor management

Keys to successful vendor management

What to expect from your vendors

Vendor relationship management revisited

 

On the other side of the digital front door – part 2

Posted by on

My health journey continues with multiple focuses. And my journey through digital front doors continues as well. I wrote part 1 on this topic in early November when I was in the middle of various health and dental appointments and scheduling more. I also wrote about what I thought was an awesome example of how technology has evolved in “Patient friendly testing – yes, a positive story!” in September.  The end of that story was not so positive. More on that later.

Here are a few anecdotes from my recent experience:

Cataract surgery – I had my initial consultation appointment the end of November and have surgery scheduled for mid-February. Specialized eye drops were prescribed to start taking a few days in advance of the surgery. As soon as I left the doctor’s office, I received a text message that my eye drop prescription from my doctor was pending payment with this special pharmacy – for immediate delivery to my home I should click the link to pay $82.50. I was a little suspicious of a text asking for payment like that and knew I didn’t need to have the eye drops until February, certainly not immediate home delivery. I called the doctor’s office to confirm the text was legitimate and asked how to handle the timing of delivery. I was told I could just text back regarding delivery timing which I did and got a reply that they could do that. I thought great, there’s a person on the other end. But then I received several more automated text reminders to click the link so they could ship right away. Then they called me. I talked through the timing and gave them my payment info. Their proactive communication (and persistence) was a plus, but I was more comfortable with real-time communication to coordinate specific delivery schedule and payment.

Bone health – I had a virtual visit with a Nurse Practitioner from the Bone Health clinic at my primary hospital. This was part of follow-up from my fall and pelvic bone fracture in August. The virtual visit was easy to get into and very thorough. I learned that more and more elders are asking to be seen in person – not this one unless there is a reason to “lay hands on me”. Continue reading →

CHIME21 recap and CIO perspectives

Posted by on

A few weeks ago, I wrote about FOMO – what I felt about not going to the CHIME Fall Forum this year. After all, I had not been to either HIMSS or CHIME to see colleagues since spring of 2019. Being in-person with colleagues I’ve come to know well, like a lot, and respect even more, was something I had looked forward to. So yes, I missed reconnecting in-person after all this time. But I am grateful to get some of the content and perspectives from the forum second hand through trusted sources.

It’s no surprise that Bill Russell has dropped a series of excellent podcast interviews with some of the leading healthcare CIOs as well as vendor experts in his Today in Health IT podcast special series he calls “Interviews in Action”.  It includes 10 interviews at CHIME, 8 at HLTH, and 5 from the Sirius Healthcare 2 Healthcare Event. Each one is no more than 15-20 minutes long so perfect for a brisk one-mile walk. Learn from CIOs such as Donna Roach of University of Utah Health, Stephanie Lahr of Monument Health, Dr. Zafar Chaudry of Seattle Children’s, and Scott Joslyn of UC Irvine.

Through the HealthsystemCIO.com recap of CHIME21, Kate Gamble covered several topics highlighting presentations from more of my favorite CIOs:

Whether you are a CHIME member who didn’t attend the Fall Forum or someone who just wants to learn from some of the best IT leaders in the industry, I encourage you to check out all these resources.