Back from Hiatus

Back from Hiatus

On of the Wiki dictionary definitions for hiatus is a ‘break or vacation’. Despite the timing of my absence, my neglect herein wasn’t a vacation. Rather, I’ve been absorbed by a new venture long overdue(more on that at a later date). This new endeavor has afforded me an excuse to stay away from writing and […]

Wednesday at the AHIP Conference

Wednesday at the AHIP Conference

I can summarize Wednesday at AHIP in one phrase: the MeDecision party. You could certainly question the ROI, but it was pretty top shelf at a time when spending money on big, splashy healthcare marketing events is in perpetual ebb. A  great venue to catch up with colleagues and partners, but conversations were held at a level […]

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 […]

Another Win

Another Win

Just received formal approval from another health plan to contract with us. It may only be more anecdotal evidence that 2010 is an upswing year in the industry, but it beats hard data any day! And remember, Chelsea plays ManU at Old Trafford this Saturday. It could well decide who wins the league.

Physician Practice Trend

Physician Practice Trend

Worth reading from the NY Times March 25th issue. More physicians are opting for a salary over being self-employed business people. The Times predicts that this trend will further advance the leverage of the big health system monopolies and drive up health care costs. Maybe. I contend that it will move more care delivery into […]

The Blind Spot

The Blind Spot

While in London last weekend, I ran into this intriguing and surprisingly common dilemma: getting people to switch over to something new and better. This particular example manifested itself with London taxi cabs. By way of background, it’s important to understand that from my perspective London taxis are superior to American taxis in essentially every […]

80% of Success is Showing Up

80% of Success is Showing Up

I have this one particular prospect that will never buy from us(okay, maybe there are others). They like our competitor, buy into their strategy and there’s no changing their minds. I ping them with a phone call or an email from time to time just to let them know that we’re still around, but I […]

Across the Pond

Across the Pond

There will be a brief blog silence for the next few days, as I’m off to see ManU play Liverpool and Arsenal play West Ham. No promises, but I will try to do some unofficial research on Britain’s health care system. In particular, I want to see if that system supports the sorts of sales […]

Do ‘Blast’ Emails Work?

Do ‘Blast’ Emails Work?

I can remember the very early days of email, written with Unix Vi text editor on character terminals. I was selling to AT&T at the time, and the promise and pitfalls were immediately obvious even then. Salespeople could sell by written note rather than phone call. It was easier, faster and arguably more efficient, but […]