{"product_id":"thriving-in-the-healthcare-market-strategies-from-an-industry-insider-for-selling-your-product-himss-book-series","title":"Thriving in the Healthcare Market: Strategies from an Industry-Insider for Selling Your Product (HIMSS Book Series)","description":"\u003cp\u003e\u003cstrong\u003eBook info:\u003c\/strong\u003e Thriving in the Healthcare Market: Strategies from an Industry-Insider for Selling Your Product (HIMSS Book Series) (Hardcover, 342 pages) – Productivity Press, 2019. Language: English.\u003c\/p\u003e\n \u003cp\u003eInteresting, engaging and informative with good examples. As Chief Medical Officer of a biotech startup that has to sell into the C-suite, I will be buying copies for our entire sales team.\u003c\/p\u003e\u003cp\u003eBob Lubitz, MD, MPH, FACHE, MACP\u003c\/p\u003e\u003cp\u003eChief Medical Officer, 3Oe Scientific, Inc.\u003c\/p\u003e\u003cp\u003eAt 18% of GDP, healthcare represents a hugely attractive market for suppliers and vendors. Any sector this enormous requires support from dozens of entities: legal services organizations, design and construction companies, pharmaceutical suppliers, utilities companies, information technology vendors, food services suppliers, consulting firms, medical equipment manufacturers, and many others. Although many of the standard business dynamics apply to healthcare, numerous quirks make this field unlike any other. Every company offering products to hospitals, physicians or any other healthcare organization will greatly benefit from understanding the industry’s \"psychological climate.\" \u003c\/p\u003e\u003cp\u003eJust having a great product or service does not guarantee market success. The seller must know how to position its products and demonstrate genuine value. Industry outsiders selling to healthcare often get sidelined if they don’t know the sector’s unique communication protocols, clinical requirements, financial dynamics, and operating procedures. Even seasoned veterans sometimes stumble over an unexpected speedbump.\u003c\/p\u003e\u003cp\u003eThis book identifies 84 pitfalls vendors often encounter and provides nearly 200 specific, immediate, and actionable recommendations for minimizing them or even avoiding them altogether. Although this advice will help anyone selling to healthcare organizations, it is especially relevant for companies introducing emerging, disruptive, and transformational technologies.\u003c\/p\u003e  \n\n                                         Editorial Reviews                   Review   \u003cp\u003e\"Interesting, engaging and informative with good examples. As Chief Medical Officer of a biotech startup that has to sell into the C-suite, I will be buying copies for our entire sales team.\"\u003c\/p\u003e\u003cp\u003eBob Lubitz, MD, MPH, FACHE, MACP\u003c\/p\u003e\u003cp\u003eChief Medical Officer, 3Oe Scientific, Inc.\u003c\/p\u003e\u003cp\u003e\"One of the best ideas for a book I’ve heard in a long time. It should be required reading for all vendors. Reading this book would be one of the smartest things a healthcare salesperson could do for their career.\"\u003c\/p\u003e\u003cp\u003eO.J. Booker\u003c\/p\u003e\u003cp\u003eHealthcare Consultant and Hospital CEO\u003c\/p\u003e\u003cp\u003e\"Thriving in the Healthcare Market offers real solutions and innovative approaches to dealing with our country’s complex and often-confusing healthcare market. The book promises to be a helpful and important addition to healthcare thinking. \u003c\/p\u003e\u003cp\u003eNancy Desmond\u003c\/p\u003e\u003cp\u003eCo-founder and Former CEO of the Center for Health Transformation\u003c\/p\u003e\u003cp\u003e\"Glenn delivers a well-organized narrative that demystifies the many complexities and hidden pitfalls preventing entrepreneurs from finding success today. This is a must-read for any investor, entrepreneur or technologist inspired to disrupt healthcare!\"\u003c\/p\u003e\u003cp\u003eMichael A. Levy\u003c\/p\u003e\u003cp\u003eCEO and Co-Founder, Bluedoor Health\u003c\/p\u003e\u003cp\u003eCo-Founder Digital Health Institute for Transformation\u003c\/p\u003e\u003cp\u003e\"The reader will know Glenn Pearson has ‘been there and seen that.’\"\u003c\/p\u003e\u003cp\u003eWilliam Moore\u003c\/p\u003e\u003cp\u003eRetired Hospital CEO\u003c\/p\u003e\u003cp\u003ePresident, Moore Business Groups, LLC\u003c\/p\u003e\u003cp\u003e\"This would be a great book for anyone preparing for a career as a healthcare executive.\"\u003c\/p\u003e\u003cp\u003eJeffrey Whitton, FACHE\u003c\/p\u003e\u003cp\u003eSenior Director, Physician Practices\u003c\/p\u003e\u003cp\u003eLifePoint Health\u003c\/p\u003e\u003cp\u003e\"I often cringe at the lack of financial analysis and credible forecasting I see in many companies' presentations. The ROI discussion in Thriving in the Healthcare Market nails it! Any entrepreneur can use it to produce projections that will stand up to scrutiny and demonstrate value to both investors and customers.\"\u003c\/p\u003e\u003cp\u003eJason Rupp\u003c\/p\u003e\u003cp\u003eExecutive Director\u003c\/p\u003e\u003cp\u003eSoutheastern Medical Device Association\u003c\/p\u003e\u003cp\u003e\"This is wonderful. I got a good chuckle out of his scenarios. This will be so helpful for those trying to ‘sell us.’ We see right through all these ROI pledges from vendors. They make us not trust the salesperson.\"\u003c\/p\u003e\u003cp\u003eCathy H. Dougherty, FHFMA\u003c\/p\u003e\u003cp\u003eVice President, Revenue Cycle Management\u003c\/p\u003e\u003cp\u003eGwinnett Health System\u003c\/p\u003e\u003cp\u003e\"Pearson applies his high level of intellect to this book, yet he presents his material in a way that is easy to digest.\"\u003c\/p\u003e\u003cp\u003eJerry Fulks, FACHE\u003c\/p\u003e\u003cp\u003eRetired President \u003c\/p\u003e\u003cp\u003eWellStar West Georgia Medical Center\u003c\/p\u003e\u003cp\u003e\"Glenn Pearson's explanation of how the healthcare system is funded goes a long way towards helping the reader understand the complexities of both the current environment and legislative proposals being floated.\"\u003c\/p\u003e\u003cp\u003eRuss Lipari\u003c\/p\u003e\u003cp\u003eFounder and CEO\u003c\/p\u003e\u003cp\u003eHealth Connect South\u003c\/p\u003e\u003cp\u003e\"The chapter on approaches for reforming the healthcare system is a real highlight. I love the concepts he presents. Great ideas!\"\u003c\/p\u003e\u003cp\u003eLance B. Duke, LFACHE\u003c\/p\u003e\u003cp\u003eHealthcare Executive\u003c\/p\u003e\u003cp\u003e\"Glenn Pearson is like a one-man think tank.\"\u003c\/p\u003e\u003cp\u003eJoel Pieper\u003c\/p\u003e\u003cp\u003eAtlanta Office Managing Partner\u003c\/p\u003e\u003cp\u003eWomble Bond Dickson law firm\u003c\/p\u003e\u003cp\u003e\"Great book!\"\u003c\/p\u003e\u003cp\u003eKathy Reep, MBA\u003c\/p\u003e\u003cp\u003eVice President, Financial Services \u003c\/p\u003e\u003cp\u003eFlorida Hospital Association\u003c\/p\u003e           About the Author   \u003cp\u003eGlenn Pearson, FACHE is the Founder and Principal of Pearson Health Tech Insights, LLC, a consulting company helping bridge the gap between healthcare executives\/providers and technology entrepreneurs\/developers\/vendors to help maximize the success of disruptive healthcare technologies. Mr. Pearson has served for more than 19 years as Executive Vice President at Georgia Hospital Association where he led the following areas: finance (Medicare, Medicaid, private insurance, etc.), data, information technology, emerging technology (mobile health, digital health, telemedicine, etc.), communications, public relations, entrepreneurial services, and vendor relations.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eHe is board certified in healthcare management and a fellow of the American College of Healthcare Executives (ACHE), the leading international organization for healthcare executives. He was elected by his peers to serve as the American College of Healthcare Executives Regent for the state of Georgia, and Georgia’s affiliates and members. He was on the founding board of and later chaired the Technology Association of Georgia Health Society. He was also the founding president of what is now Georgia Health Information Network (the statewide HIE) and continues as an Executive Committee member, treasurer and chair of the Financial Sustainability Committee. He has also chaired and\/or served on the board of numerous other national, regional and local healthcare and community organizations, including the Association of Healthcare Enterprises, the Allied Association of Hospital Accountants, Southern HIPAA Administrative Regional Process, and the Georgia Association of Healthcare Executives.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eGlenn Pearson earned a Master of Health Administration degree from the Ohio State University where he received the Faculty Award for Academic Excellence. He graduated magna cum laude and with honors from the Syracuse University Honors Program and was inducted into Phi Beta Kappa and Phi Kappa Phi international honor societies.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e                                           ","brand":"Glenn Pearson FACHE","offers":[{"title":"Default Title","offer_id":46069978235114,"sku":"9780367183318","price":185.75,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0714\/5301\/6298\/files\/81cgQMY-phL._SL1500.jpg?v=1781235187","url":"https:\/\/textbookme.store\/products\/thriving-in-the-healthcare-market-strategies-from-an-industry-insider-for-selling-your-product-himss-book-series","provider":"TextbookMe","version":"1.0","type":"link"}