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  b: of a kind or style no longer current : old-fashioned 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 […]

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 […]

Here Comes Summer

Here Comes Summer

We’ve been enjoying a glorious run of warm sunny days here in Baltimore, universally welcome after a winter of record snowfall and the inevitable chaotic aftermath that comes with a city that has no experience dealing with 2-3 feet of snow. And already, this weather has me thinking about summer… I’ve got summer on my […]

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 […]

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 […]

Typing is NOT Selling

Typing is NOT Selling

Just after rambling on about the limitations of ‘blast’ emails in my last blog entry, I got blasted by regular email. A long series of terse but friendly back-n-forth email messages with a key customer, none longer than ten or fifteen words, culminated with him (mis)interpreting my latest response and reacting with a three paragraph […]

When the President Speaks…

When the President Speaks…

If you work for a health plan, it’s no fun reading the paper today. But if you’re selling to them, you better be staying current. President Obama has payers squarely in his sights this week in Ohio, making all sorts of incendiary, explosive statements like the “we cannot have a system that works better for […]

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 […]

Train Your Focus

Train Your Focus

So, if the mega-payers are fraught with challenges and complexity, what is the better payer sales strategy? Start by looking right below the giants, and then train your focus by stratifying the target list. For example, let’s look at the top 20 payers in the U.S: Company Total Membership 1. United Healthcare 32,000,000 2. WellPoint […]

California IPA List

California IPA List

It’s a very specific payer niche, but if you’re selling to IPAs in California, this is a good free resource. My thanks to Cattaneo & Stroud for making it available, and to Jay Ratcliffe for making me aware of it. www.cattaneostroud.com/medgroup_reports.htm