AHIP Conference This Week

AHIP Conference This Week

  For those of us who sell to payers, AHIP’s big annual blowout is perhaps the largest, best single opportunity of the year. It’s an ideal confluence of customers, industry news and a glimpse into the fomenting trends(e.g., new reimbursement models, interpretation of HCR), and the chance to catch up with friends, colleagues and contemporaries. […]

Sales Craft: The C-Level Sales Checklist

Sales Craft: The C-Level Sales Checklist

To continue where I left on in the last post, allow me to elaborate on steps you can take to multiply the force of your CEO(or other key resources.) Doing so makes the company more efficient and effective while at the same time raising your value and effectiveness both with the customer AND within your […]

Sales Craft: Don’t Add When You Can Multiply

Sales Craft: Don’t Add When You Can Multiply

Successfully selling to payers requires resources, coordination and logistics, strategies and tactics, discipline and attitude, and all sorts of other military-sounding references…if successfully applied. And while military analogies applied to the sales process are usually trite and tiresome, there’s a particular mindset that I’ve found useful as I approach sales opportunities, and that’s the concept […]

Important Lacrosse Update

Important Lacrosse Update

Completely unrelated to sales, health plans or work…But happy to report that the West Morris Mendham Minutemen beat West Morris Central in their rivalry match-up on Friday, winning back the Pooley Trophy for the first time since 2004. It was an exciting, back-n-forth battle won in the last few seconds. And while there were a […]

Bucking the Trend

Bucking the Trend

ob·so·lete \?äb-s?-‘let, ‘äb-s?-?\ –  a: no longer in use or no longer useful <an obsolete word>  b: of a kind or style no longer current : old-fashioned <an obsolete technology> I’ve mentioned previously that I sat in on Clayton Christensen’s presentation at WHCC, and that his book The Innovator’s Prescription is a must-read for those of us in […]

World Health Care Congress – Tuesday/Wednesday

World Health Care Congress – Tuesday/Wednesday

CHICAGO – Got slammed last week(plus busy watching lacrosse and sailing this weekend…) so wasn’t able to summarize until now.  But, you didn’t miss much. Here’s my synopsis: Perhaps the best summary of the WHCC presentations came from a payer Medical Director who opined that the bigger the title the more pedestrian and safe the […]

World Health Care Congress – Monday

World Health Care Congress – Monday

WASHINGTON, DC – At the World Health Care Congress event being held at the Gaylord Convention Center. Here are some notes, quotes and observations from the Day One proceedings: Ron Williams(CEO, Aetna) and Denis Cortese, MD(CEO, Mayo Clinic) discuss ‘Rebuilding Health Care.” Cortese suggested taking the top 3-5 diseases and top 3-5 procedures, which make […]

Get Your Zen On

Get Your Zen On

Let’s face it. Selling to payers can be a slog. Decisions can take (seemingly) forever and require (ostensibly) more buy-ins and approvals than there are people in the company. In order to be successful and simultaneously maintain a manageable level of sanity and peace of mind, I find that you need to develop a zen-like […]