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  b: of a kind or style no longer current : old-fashioned 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

Chronic Disease and the Internet

Chronic Disease and the Internet

Chronic disease is big business. The CDC reports that seven out of ten deaths are due to chronic disease, and that more than 133M Americans(almost half the adult population) suffers from at least one chronic condition. In point of fact, well over 50% of all medical expense is due to chronic disease. Chances are it […]

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 […]

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.

Cautious Optimism

Cautious Optimism

Towards the end of the year, I had to provide the board a recap of 2009 and my predictions for how the new year might play out. (I’ve attached the Summary and Overall Market Background sections at the end of this entry in case you’re interested.) We’re now three months deep into 2010 and I’m […]