Thriving in the Healthcare Market: Strategies from an Industry-Insider for Selling Your Product (HIMSS Book Series) [Paperback] Pearson FACHE, Glenn

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(as of Apr 02, 2025 17:30:27 UTC – Details)

Interesting, attractive and informative with good examples. As the Chief Medical Officer of a Biotech Startup, which is to be sold in C-suits, I will buy copies for our entire sales team.

Bob Lubitz, MD, MPH, Fash, MACP

Chief Medical Officer, 3OE Scientific, Inc.

In 18% of GDP, healthcare represents a highly attractive market for suppliers and vendors. This giant in any field requires support from dozens of institutions: legal service organizations, design and construction companies, drug suppliers, utilities, information technology sellers, food service suppliers, counseling firm, medical equipment manufacturer, and many others. Although many standard business dynamics apply to healthcare, many quirks make this area contrary to another. Every company offering products to hospitals, physicians or any other healthcare organization will be greatly benefited by understanding the “psychological climate” of the industry.

Market success is not guaranteed by having just a great product or service. The seller should know how to give a position to your products and display the actual value. Outsiders in the industry selling healthcare often ignore if they do not know the unique communication protocols of the sector, clinical requirements, financial mobility and operational processes. Even experienced veterans sometimes stumble at an unexpected speedbump.

This book identifies 84 disadvantages, which often encounter and provides about 200 specific, immediate and actionable recommendations to minimize them or even avoid them completely. Although this advice will help anyone sell healthcare organizations, it is especially relevant to companies that introduce, disruptive and transformative technologies.

Publisher: Productivity press; First Edition (13 September 2019)
language English
Paperback: 308 page
ISBN -10: 0367183293
ISBN -13: 978-0367183295
Item Weight: 490 grams
Dimensions: 1.82 x 15.6 x 23.4 cm
Native Country: India